Family Description

Sales Strategy, Operations & Support (SS) contains the support of sales organisation through main building blocks.i) Creation and driving of business sales strategy as well as identification and understanding of the drivers of short and long-term business performance. Provision of appropriate sales support to facilitate sales excellence.ii) Supports development of sales opportunities and offers and ensures timely delivery of high quality offers. Contains analysis, setting, and monitoring of prices and conditions in alignment with the overall business strategy.iii) Comprises positioning and selling of Nokia's solutions to customers in coordination with sales and presales teams with an inclusive customer engagement plan.

Subfamily Description

Sales Engagement & Solutioning (SES) comprises the identification of new businesses focusing on future technologies and the setting of sales strategies to develop new business opportunities. Contains driving of Nokia's solutions across business groups, positions and selling of Nokia's solutions to customers in coordination with sales and / or presales teams through a consultative selling approach. Covers delivery of business consulting services (tactical & strategic business cases) with an inclusive customer engagement plan to maximise Nokia's portfolio adoption

 

Impact

Impact is primarily short term and and typically functional, departmental or small single geographic in scope through management of resources. Accountable for departmenta/program goals, achievement and cost performance. Actions and errors will normally impact business, program, project, function. Marked contribution to defining the direction for new products, processes, standards or operational plans based upon business strategy. 

Scope & Contribution

Individual Contributor: Independently carrying out consulting, specific functional work within a Business Unit/Geography. Assumes broad perspective. Resolves unique and highly complex problems within own discipline. Makes decisions about own and/or project work using known solutions as basis. Managerial/Supervisory: Typically second (occasionally first) level of solid line management. Effective management of resources and development/implementation of plans and processes. Interprets policies and establishes procedures. Increased awareness and influence of other functions outside of own business area. Decision making often repeated in similar manner - able to choose correct solution or modify existing solution. 

Innovation

Highly independent and self directed. Develops plans, measures effectiveness. Assesses customer relationships and service levels. Can develop and implement complex and innovative concepts. Problems require searching and selecting. Anticipates problems, seeks opportunities. Models creative and innovative work methods. 

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 7-10 years extensive relevant experience and/or a graduate / postgraduate equivalent degree.

Management Experience / Achieved well-advanced skills of a specific professional discipline combining deep knowledge of theory and organisational practice or expertise. Recognised expert in their field (depth & breadth). Typically requires 5-8 years extensive relevant experience and/or a graduate / postgraduate equivalent degree. Skills and experience in following areas: 
• TSS-Portfolio Understanding
• Native Japanese speaker (or equivalent level) with good command of English
• Business acumen and strong negotiating skills
• Commercial Management - Commercial Modelling
• Care Contract Renewals

 

• Customer engagement or local expertise support on selective complex opportunities & strategic TSS portfolio items
• Execute TSS sales push programs in assigned customers.
• Drive other specific TSS portfolio items, Scope and Upsell
• Involved in Key Renewals, Responsible for protecting TSS Value and will take over Engagement Manager role & responsibilities for those cases
• Collaborate with Commercial Management & Pricing teams and provide market level insights in sharping the pricing and position the ‘winning offers’ towards the customer
• Takes proactive role for system deals in selected cases.
• Provides local best practices sharing to global knowledge management repository (TSS)
• Provide (on selective need basis) Subject Matter Expertise support to GSS and SBMU Services SM
• Provide inputs to CT services strategy plans

Evaluates and develops business opportunities in collaboration with Sales team / Account Manager at Market Unit level.
• Acts as a subject matter expert and engages customers, presents viable TSS solutions, and articulates their value to the customers.
• Addresses complex technical risks with mitigation plans and solutions which generate solid business impact.
• Has in-depth organizational and relevant market knowledge and uses understanding on how relevant areas can be integrated to achieve objectives.
• Actively supports the bid team during offer development phases (EG solution description, Scope of Work (SoW), Bill of Quantity (BoQ), Statement of Compliance (SoC)), and often lead workteams and taskforce activities.