Family Description

Sales (SA) covers end-to-end sales to customers and advocates customer intimacy. Comprises selling of products, services and solutions, and building and maintaining relationships with customers and potential customers. Contains management of customers, partners, and accounts while focusing either on a specific target group, specific products, services, solutions, or a territory.Note: population would be under the sales incentive plan.

Subfamily Description

Account & Cust. Relatnshp Mgmt-Entrprise (RME) comprises the creation and development of profitable relations with end-user enterprise customers in the target segments and industry verticals through direct selling or engagement with partners for resell. Customers range from very large enterprises to many small territory based corporations and interaction typically deals with the centralised decision makers. Partners include industrial partners, Value-Added Resellers (VARs), distributors, strategic alliances, and communication service providers (service provider as a partner or Service Provider as a Partner (SpaaP)). Covers management of customer or partner interactions and driving of sales for Nokia's offering. Contains end-to-end sales processes of all business portfolios (portfolio sales and project execution). Comprises creation and execution of a comprehensive go-to-market enterprise strategy to drive new customer acquisition and increase the share-of-wallet of existing customers. Acts as a growth engine to create new vertical segments to expand the accessible market.

 

Proven management experience across several functional areas and businesses for different enterprise segments.   Proven experience closing deals.  Minimal amount per deal of 5 million American dollars (USD)  Recognized thought leader.   Typically requires 10+ years extensive relevant experience and/or a graduate degree. Desirable postgraduate degree with a proven networking.   Capability to interact as a peer with customers, sales teams, Pre-sales and Delivery teams, to clearly articulate the customer needs and the price targets that need to be achieved.   Responsible for Purchase Orders to achieve annual target and customer satisfaction of Enterprise Chile (account responsibility).  English fluency (Mandatory).   Previous experience in private networks, and IOT in mining, O&G, manufcture, ports or supply chain.

 

It would be nice if you also had:  

Proven track record and ability to manage direct teams and align strategies with extended teams to motivate and orchestrate the experts to effectively execute customer engagements.   Deep understanding of the telecommunication and network infrastructure market for Enterprise Segment including competitive vendor perspective.   Degree in Electrical Engineering, Computer Science, Businesses or equivalent technology background or experience.  

You will be joining a Team of highly competent, committed and enthusiastic people who strive to make the difference for our customers, with innovative solutions and the best technology in the enterprise market for private wireless initiatives. 

This leadership position is responsible for all segment sales and Business Development activities in Chile, focusing in building and growing relationship at customer executive levels.  

Responsibilities 

• Accountable for managing private wireless business across multiple portfolios and domains, carrying a significant sales target.  

• Identifies and develops significant business opportunities by interpreting critical internal or external business information such as customer needs, Nokia's portfolio, competitive landscape, etc. 

• Builds a long-term relationship with C Level executives using the knowledge of industry and competitive landscape to contribute to the corporate goals and to increase own effectiveness. 

• Drives sales, pre-sales and other functions based on in-depth organizational understanding (Mode of Operations, processes, etc) and develops competitive and innovative offers that deliver considerable value to customers and Nokia Chile.  

• Contributes to process / product / service improvements that help to sustain competitive advantage of Nokia.  

• Solves highly complex or novel problems based on sophisticated analytical thought and complex judgment and develops unique sales approaches which differentiates our offering.  

• Acts as the most senior sales expert, serves as best practice / quality resource and is an acknowledged authority both within and outside own organizational unit. 

• Leads a functional team or cross-functional business team within a defined scope (portfolio, geography, etc) with considerable resource requirements, risk, and complexity to achieve significant business targets with highly visibility and high impact.