Job description
Main Responsibilities includes but not limited to
Offer building and negotiation
Drives and maintains the channel account plans for his regions
To contribute to the negotiation of the contracts and assist the Operations teams in the implementation with commercial issues and generate upscopes.
To develop business opportunities, and promote Nokia Solutions/Products/Services
Propose and co-ordinate all commercial actions to be executed to complete the offer in due time.
Provide all inputs which allow the preparation of an offer, which is optimal, for the customer’s business needs.
Propose customer prices, according to competition and in the view of maximizing long term Nokia profits
Assess the risks associated with the project and propose the risk coverage
Lead the commercial negotiation process. Ensure that all efforts are done to win a tender.
Make sure that contracts are in accordance with Nokia and legal Unit policies.
Lead the contract review process
Setting figures and reporting
Build the orders & sales budget
Manages forecasts and accuracy at 90/60/30 days
Regularly updates opportunities status in reporting tools
Participate in Account Review meetings, Regional Operations reviews, Business reviews
Provide market feedback (Win/Loss reviews, Competitor information)
Be pro-active at client through regular information sessions and sharing Nokia channel strategy
Insures proper implementation and follows up of the partner led joint account program
Minimum Requirements
At least 10 years of Channel sales/account management experience with the telecommunication environment
Relevant university degree in business or similar qualifications is an advantage
Ability to manage complex multinational opportunities through all sales stages
Detailed understanding of telecommunications, Nokia and 3rd party solutions
Detailed understanding of network operations and associated processes
Ability to identify and single out processes to be performed in an outsourced/management environment
Detailed understanding of business operations within the Enterprise and Public Sector segments
Create a consistent value proposition for services towards customers
Candidate must be comfortable operating in a fluid customer environment with tight deadlines and frequent pressure
Strong Business Acumen, pipeline management and forecasting
Strong negotiations skills
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