SERVICE ENGAGEMENT LEAD for TEPS EUROPE CT GERMANY
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General Purpose:
Highly experienced professional responsible for engaging with customers at all levels including and in particular CxO level to develop large Services led cases and translate customer needs into business opportunities for Nokia. Develop cases from early phases, opportunity detection and creation till closure. Will have a high degree of understanding of Transport, Energy and Public-Sector customers business drivers and technology as well as the wider business context. Able to develop a long sales cycle with consultative selling approach, clear engagement and win plans, to structure partnership (consortium or SPV), multi competences virtual teams to develop new services business and bring them to closure.
Main Responsibility Area:
Develop and own a large Services led case, engage at all required levels in customer organisation and bring case to closure.
Engages at all customer levels to create understanding of Services value add. Captures and manages customer requirements using industry best practice. Manages such complex assignments independently, building and running needed virtual team to address customer requirements and coordinate Nokia solution building.
Builds relationship as trusted partner with all levels of management at the customer, and in particular at CxO level, decision maker level.
Ensures cross-BG and cross-BU co-ordination in solution definition & development, working closely with all stakeholders in Nokia organisation and in particular with the Services solution lead and architect to build the adapted customer solution.
Lead all customer negotiation together with Customer team. Bring case to closure in close cooperation with Customer team, ensuring the expected level of profitability.
Job Description:
Working in the most complex services led cases, taking responsibility for the end to end engagement from case building to closure.
Identifies and qualifies a potential opportunity. Works with Customer team to structure and validate this opportunity and bring it to a sufficient level of maturity to have it becoming a potential business.
Brings own experience constantly looking for opportunities to improve operational efficiency and supporting the change management process to implement these changes.
Develops an understanding of customer processes and pain, creates a vision of transformation to Nokia solution in close cooperation with Services solution lead.
Builds a relevant solution bringing value to customer, differentiating us from competition and ensuring the expected level of profitability.
Able to identify and mitigate risks linked to the case. Able to leverage experience to ensure defined solution and corresponding transformation plan can be delivered.
Work with wider team to address pursued case.
Additional Requirements:
Direct experience in services engagement and sales of large cases with long sales cycle
Experience of management at CxO level.
Experience in creating and maturing an opportunity from early detection to maturation, RFx and closure.
Experience in Transportation, Energy, Public sector, integration and/ or Managed Services projects.
Experience in Services delivery of large projects as overall project manager.
Experience in international environment with work in different countries and management of international teams.
Experience in Services transformation and exposure to offshore network operations.
Thought leader in solution integration and managed service area.
Deep understanding of integration challenges, KPI’s, SLA's and Risk management in Operational environment.
Experience in risk management.
Familiar with business model and business case building, able to work with commercial and financial architects.
Mastering English language.
