SPaaP Account Manager Saudi Arabia

Job Description

Come create the technology that helps the world act togetherNokia 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 youll be part ofThe 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.What you will learn and contribute toMission/Purpose of roleThis role will be responsible for all sales through listed CSPs for the Enterprise market target country(ies). This will include defining the engagement and Account Plan with identified and prioritized CSPs and deliver associated target Order Intake and revenues. Management of these CSPs 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 CSPs enablement and insuring that CSPs access and utilize components of the Nokia CSP Program.Main Responsibility AreasStrategic and Key Account planning

• Development and update of the overall business development strategy with listed CSPs
• Closely align the strategy incl. country and segment priorities, business status and target with Nokia CSP & Enterprise Sales Teams.
• Account plans, including priority countries, vertical segments, priority solutions, business numbers and KPI
• Develop strong insight of CSP 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 CSP (per segment, solutions?)
• Assist CSP 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 CSP and Nokia Direct Touch per opportunity (segment specific, product/solution specific)
• Provide / organize presales support
• Support closure of CSP contracts, reseller contracts / bids
• Facilitate compliance topics and CSP 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 CSP in overall country coverage map
• Build regular communication across the organization to develop internal awareness and share lessons learned
• Report internal pipeline and forecast reviews (to CSP & NE CT Heads), competitive analysis and win-loss reviews, business scorecard, dashboard and KPI tracking
• Implement executive sponsoring and executive reviews

Develop CSP enablement and capabilities

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

Key InterfacesNokia CSP Customer Teams, Nokia Enterprise Customer Teams, Digital Industries Team, Enterprise Business Centre, Customer Solution Architects, Partner Operations, Legal & Compliance Partner GovernanceYour skills and experienceYou have:

• Bachelor?s or Master?s degree or equivalent combination of training and experience
• 7+ years of directly related sales and channel experience with Proven track record of success in similar sales and marketing programs
• 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 CSP contracts and annual business plan
• Ability to operate Microsoft applications such as Outlook, PowerPoint, Word, and Excel
• Open to travel

It would be nice if you also had:

Keyskills :