GBC CCS Pre-Sales Lead

Family Description

Pre-Sales (PS) Job Family works closely with sales team to work out offers for products, services, and solutions. Covers the identification of new business opportunities and draws on technical expertise. Jobs in this Job Family can influence and impact customer's buying decision and are accountable for achieving sales results. They work with external clients to understand their specific business needs and provide customised support. PS also contains the presentation and discussion of possible products, services, and solutions with internal (multi-product) and external customers. Note: population would be under the sales incentive plan.

Subfamily Description

Sales Development & Solutioning (SDS) comprises the provision of pre-sales support / expertise to sales team in their sales efforts. Covers a specialised knowledge of technical products, services, or solutions in a single or suite of offerings. Contains delivery of in-depth presentations and demonstrations to clients and sales representatives as well as the identification of new businesses focusing on future technologies and the setting of strategies to develop new business opportunities. Comprises driving of Nokia's solutions across business groups as well as positioning and selling of Nokia's solutions to customers in coordination with sales and / or presales teams through a consultative selling approach. Covers engagement with external clients in defining and formulating their business strategies. Comprises understanding of customer's business model and long term investment planning in order to provide customised support.

This position covers pre-Sales Engagement Design and Architecture Support for the complex customer cases covering Operations Transformation, E2E outsourcing and BOT models for Multi-BG/Party Solutions. This includes the design of the solution along with various commercial models for the Managed Services, Managed Capacity, Hosted Services etc.

It contains Telecom and IT Infrastructure Operations Outsourcing, Operations Modeling and Business Modeling [Managed Services, Managed Capacity, Hosted Models], Outsourcing TAM analysis, Network Operations and Maintenance Knowledge.

Strong working knowledge of the Cloud, Network/Cyber Security, Analytics/Cognitive and 5G Eco-systems is expected.

• Executive engagement capability to engage with customers at CxO Level
• Coordination with various BG Stakeholders for the optimal solutions and developing various services catalogues, business models
• Qualification of the complex deals with CCS Teams for the right fitment into strategy
• Close working channel partners and sub-contractor eco-system to develop the solution for the complex Managed Services deals
• Customer Relationship and mapping of key stakeholders on the customer side
• Understanding the basic requirement of customer and identifying various internal and external stakeholders to support the solution
• Arranging customer reference visits
• Knowledge management around the competitive benchmarking around network performance, price points etc.
• Working Knowledge Telecom Network [Wireline, Wireless, Passive Infrastructure, Enterprise etc.]
• Outsourcing Solution Design, Customer Engagement [Pre-Sales]
• Deep knowledge of Outsourcing Business Models, Global Delivery Centers for Network and Security Operations
• Business Modeling based upon the Network, Revenue, and Services etc.
• Working view of O&M Standards & Methodologies such as FCAPS through eTOM, ITIL, TL9000 based solutions
• Functional Organizations Process Design and Workflow Detailing along with establishing the functional Interfaces
• Detailed Knowledge of Company P&L and Cashflow requirement
• Commercial Negotiation and Pricing Experience
• Working Knowledge of Wireline, Wireless, Enterprise Network and Services, Transmission Network along with Passive Infrastructure Network

Planning and Organizing Skills

• The Managed Services Market Lead for Managed Services Business Division should be able to · Anticipate and identify deviations and keep all participants and stakeholders informed.
• Developing close relationship with other Business Groups for Attach business and E2E Opportunities for both pro-active and reactive sales
• Working with Sales Team, CCS Portfolio Team for setting up the internal target price and managing the overall timelines for submitting the bid to customer as per the agreed timelines
• May need to generate many types of document, including requirement specifications, schedules, communication (email) records, meeting agendas, minutes and status reports.
• May need to create a structure for project documentation and remain conscientious in using it and ensuring that the rest of the team understands and uses it. Communication Skills
• The Engagement lead should be able to articulate and negotiate consensus with his team members and external stakeholders.
• Must be courteous in written and oral communication and be able to get ideas across in a non-confrontational manner in one-to-one situations, small groups, and before large audiences.

Educational background:

• Technical Bachelor Electronics and Communication / Telecommunications (by education and by experience)
• At least 10 years of technical experience in a comparable role in the field of Telecom Network Engineering and Network Operations and Maintenance

Management and negotiation skills:·

• Fluent in English (verbally/in writing) is mandatory Team Management Skills
• May work directly with the team members or with their team leaders to estimate effort, plan activities and negotiate consensus among individual team members on their appointed tasks.
• Should have complex opportunities management skills
• Should have Vendor Management Skills
• Should have basic Project Management Knowledge
• Should be experienced in providing a team with direction and vision, including motivating people to perform, listening to people, providing feedback, recognizing strengths and providing challenges.

Function Core Competencies:

• Analytical thinking - strategic
• Result driven - tactical
• Developing others – strategic
• Leading change - strategic
• Professional expertise – strategic
• Financial awareness - strategic

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

What we offer

Nokia offers 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

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.