Account Manager MN/NI Growth at Nokia

The Customer Experience organization provides a common interface to customers including account and relationship management, acting as the voice of the customer internally and creating demand across our business groups. While bringing deep understanding of local markets for our customer, the CX organization ensures strong alignment between sales and delivery teams.

You will be the Sales Professional with technical and business understanding of telecoms solutions, responsible for generating orders and revenues by selling Nokia’s solutions to customers and have the following interfaces into the business CBT/CT Head:

• BG Head of Sales
• Business Groups Pre-sales and Delivery
• Head of Technologies
• Strategy & Sales Ops
• Pricing Manager
• Legal
• F&C
• Customer CxO
• Customer procurement

What You Will Learn And Contribute To

• Acts as a main contact point for multiple customers in Growth CT CEWA (Central East West Africa) for Mobile Network and Network Infrastructure
• Understands customers’ strategic direction and associated business plans
• Implements Nokia’s account strategy.
• Identifies, develops & wins new sales opportunities for Nokia
• Sales and marketing support with wide technical system level expertise and deep business understanding.
• Expert in selling/marketing and system solutions knowledge. Contributing to relationship management.
• Creating long-term business development plans and positioning of technology strategy, solutions and products to match with customer needs.
• Develops understanding of customers’ key business drivers and uses this knowledge for creating profitable business opportunities and growth in market share for Nokia
• Fulfills Nokia’s process for presales offer lifecycle management and quarterly forecast
• Proactively identifies, develops & wins Nokia business in line with Nokia growth and profitability targets; and grow market share.

Managing Deals

• Understands the customer’s commercial, operational & technology challenges & opportunities.
• Translates market knowledge into business opportunities
• Negotiates and closes deals to achieve orders’ and revenue targets.
• Owns the accounts pipeline/funnel and opportunity data in pipeline management tool.
• Develops account plans and ensures Nokia’s multi business groups’ resources are aligned to execute the plans.
• Identifies efforts that will have the greatest strategic impact

Account Management

• Builds & manages trust-based, long-term relationships with customers’ Technical, Logistics departments and management teams.
• Positions Nokia as a preferred solution and services partner.
• Articulates in clear and effective manner value proposition of services to customer
• Negotiates Customer contracts in alignment with commercial and legal organizations (Acceptance, SoR, payment terms, etc.)
• Communicates clearly the progress of monthly/quarterly initiatives (account plan, LE etc.) to internal and external stakeholders
• Ensure revenue and cash collection targets are met with support of all internal and external stakeholders.

Your Skills And Experience

You have:

• Consultative Selling & Customer Business Understanding
• Nokia end to end portfolio knowledge & natural interest to keep up to date on technological and market evolution as well as competitors’ activities
• Relationship Management and ability to identify all stakeholders and understand their communications needs and feedback
• Ability to lead cross-functional teams under time constraint / stress scenarios
• Winning mindset, embrace challenges
• Understanding of the major key-points of Nokia’s standard contracts.
• Competitor Intelligence and Market Insight
• Bid Management, Customer Pricing, Sales Negotiation

It would be nice if you also had:

• Bachelors or Master's degree in engineering, telecommunications, business or a related field.
• Fluency in Business English language. French would be an added value
• Minimum of 5 years experience leading relevant teams in areas of account management, products, solutions and services sales experience in the telecommunication industry
• Experience and knowledge of the Africa Telecom industry
• Proven track record in meeting and exceeding sales targets within assigned territories.