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.

 

Impact

Impact is short to medium term and influences business unit results and/or customer relationships. Accountable for setting function/program goals, managing cost performance and ensuring achievement through people and processes. Decisions and actions will normally impact business, program, project, function. Predominant authority for development of new products, processes, standards or operational plans based upon business strategy. 

Scope & Contribution

Individual Contributor: Typically highest level of individual contributor in job family. Demonstrates strategic thinking, assumes broad perspective. Designs and/or develops original programs, projects, content for functional subject areas. Manages implementation/utilization through other organisation resources. Authorised to take decisions within responsibility area. 

Innovation

High degree of independence within agreed policies, targets and budgets. Problem solving generally requires research and creative thought. Develops and applies new, innovative approaches to complex or infrequently occurring problems. Formulates operational guidelines. Ensures immediate working environment encourages innovation.Stretches beyond comfort zone to support a variety of senior roles and deliver business value in changing business environments.

Communication

Communicates with parties within and outside of own job function, which may include external customers or vendors depending upon the job function. Requires ability to influence others outside of own job area on policies, practices and procedures. Has cross-cultural knowledge and global mindset. Works to influence others to accept job function’s view/practices and agree/accept new concepts, practices, and approaches. Requires influencing others outside of own job area on policies, practices and procedures, e.g. by expressing complex information in an engaging and inspiring manner.

Knowledge & Experience

Management Experience / Mastery of a specific professional discipline combining deep knowledge of theory and practice within a function. Expert in more than one area, broad perspective. Typically requires 10-15 years extensive relevant experience and/or a graduate / postgraduate equivalent degree.


 

• Heads the India enterprise sales organization for Network Infrastructure 

• Accountable for the growth of enterprise business in Govt, PSU Defence and large enterprise segment across Network Infrastructure portfolio, carrying significant sales target.

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

• Builds a long-term relationship with customer's senior executives using the knowledge of industry and competitive landscape to contributes to the corporate goals and to increase own effectiveness.

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

• Actively participates in and contributes to pricing strategy and contract negotiations which generate mid-term and long-term business impact.

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

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