Job Description

Come create the technology that helps the world act together

Nokia is committed to innovation and technology leadership across mobile, fixed and cloud networks. Your career here will have a positive impact on people’s lives and will help us build the capabilities needed for a more productive, sustainable, and inclusive world.

We challenge ourselves to create an inclusive way of working where we are open to new ideas, empowered to take risks and fearless to bring our authentic selves to work.

The team you'll be part of

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.

Mission/Purpose of role

This role will be responsible for all sales through listed Go-to-Market Channel Partners for the Enterprise market target countries. This will include defining the engagement and Account Plan with identified and prioritized channel partners and deliver associated target Order Intake and revenues. Management of these partners will include development of Account business plans, quarterly marketing plans, regular pipeline reviews, joint lead development, Joint end-customer account mapping, coordinating marketing, sales and technical activities, developing Partner enablement and insuring that partners access and utilize components of the Nokia Partner Program..

Main Responsibility Areas

Strategic and Key Account planning

• Development and update of the overall business development strategy with listed Partners
• Closely align the strategy incl. country and segment priorities, business status and target with Nokia Enterprise Country Head and Partner Sales Lead
• Partner Account plan, including priority countries, vertical segments, priority solutions, business numbers and KPI
• Develop strong insight of Partner strategy, organization, business priorities, business model, sales strategy and priority focus on segments, eco-system of vendors, T1 end-customers…
• Define and agree jointly sellable solutions and joint value proposition
• Joint definition of business initiatives and sales push programs
• Define associated marketing activities, input to Joint Marketing Plan, alignment with Field Marketing
• Annual planning (bottom up, interlock)

Deliver Order Intake and sales revenues

• Sales initiatives per country, growth plan, priority focus
• Business Development activities based on jointly agree Attack plan with Partner (per segment, solutions…)
• Assist Partner in closing business via joint selling activities: bring-in Nokia direct touch support , vertical segment teams and BU representatives and support teams when relevant
• Align/facilitate GTM strategy with Partner and Nokia Direct Touch per opportunity (segment specific, product/solution specific)
• Provide / organize presales support
• Support closure of partner contracts, reseller contracts / bids
• Facilitate compliance topics and partner contract discussion
• Run internally and externally pipeline and forecast reviews, competitive analysis and win-loss reviews, business scorecard

Governance & cross function activities

• Contribute to in-country GTM strategy and help position the Partner in overall country Partner coverage map
• Build regular communication across the organization to develop internal awareness and share lessons learned
• Report internal pipeline and forecast reviews (to NE CT Heads), competitive analysis and win-loss reviews, business scorecard, dashboard and KPI tracking
• Implement executive sponsoring and executive reviews

Develop Partner enablement and capabilities

• Sales Enablement: Build and drive Partner competence development and overall enablement plan
• Coordinate development of Accreditation, training and certification plans
• Engage and enable key Partner staff across the various functions (portfolio and CTO, Sales, procurement…)
• Access to Partner Program, Portal, and all Partner-released tools (Coop, CPQ…)

Key Interfaces

Enterprise Business Centre, Customer Solution Architect, Market Unit Sales, Partner Operations, Legal Partner Governance

Position Requirements (Experience/Skills/Knowledge)

Essential Requirements:

• BA or Master degree or equivalent combination of training and experience
• Strong sales management skills including thorough knowledge of the sales process and strategic techniques to achieve objectives
• Knowledge of Enterprise networks and applications, Telecommunication networks
• Proven ability to successfully negotiate channel Partner contracts and annual business plan
• Ability to operate Microsoft applications such as Outlook, PowerPoint, Word and Excel

Preferred Requirements:

• Native or perfectly fluent English language, both written and verbal, and the ability to communicate to all audience types and across cultures
• Strong interpersonal skills, including the ability to develop high quality working relationships both internally and externally
• Strong presentation and communication skills, ability to articulate complex technology simply

What we offer

Nokia offers flexible and hybrid working schemes, continuous learning opportunities, well-being programs to support you mentally and physically, opportunities to join and get supported by employee resource groups, mentoring programs and highly diverse teams with an inclusive culture where people thrive and are empowered.

Nokia is committed to inclusion and is an equal opportunity employer

Nokia has received the following recognitions for its commitment to inclusion & equality:

• One of the World’s Most Ethical Companies by Ethisphere
• Gender-Equality Index by Bloomberg
• Workplace Pride Global Benchmark
• LGBT+ equality & best place to work by HRC Foundation

At Nokia, we act inclusively and respect the uniqueness of people.

Nokia’s employment decisions are made regardless of race, color, national or ethnic origin, religion, gender, sexual orientation, gender identity or expression, age, marital status, disability, protected veteran status or other characteristics protected by law.
We are committed to a culture of inclusion built upon our core value of respect.

Join us and be part of a company where you will feel included and empowered to succeed.