Partner Sales Manager UK&I
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Job Description
Family Description
The Partner Sales Manager (PSM) role is designed to drive mutual success for Nokia and our partner channels, in two-tier distribution, value-added resellers, or strategic alliances with direct partner agreements. The PSM is responsible for developing partner & sales strategies to execute across multiple vertical segments with class-leading products from across the Nokia Network Infrastructure portfolio including IP routing, Optical Networking, Optical LAN, and data centre fabric & Interconnect.
The ability to generate & maintain strategic, trusted relationships built upon sound business acumen and expert technical knowledge is key. You must be a team player, a people person with amazing interpersonal skills and self-awareness, with a background in deploying proven sales methodologies to drive short-term success as well as longer-term potential.
Subfamily Description
Creation, maintenance and execution of pipeline is essential. Management of deal sizes ranging from <€100k to >€1m, and of varying complexity will provide the scope for demanding but stimulating work, delivering sustainable growth through multiple partnerships reflecting the diverse nature of Nokia's capabilities and target markets. This is a sales role focused on business development and individual contributor execution against stated growth targets.
You'll be responsible for all end-to-end sales processes of our NI business portfolio (portfolio sales and sales initiative execution), creation and execution of a comprehensive go-to-market enterprise strategy, new customer acquisition, and increasing the share-of-wallet of existing customers
Responsibilities
• Accountable for large / medium customers at global or regional level across multiple portfolios or specific 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 portfolio, competitive landscape, etc.
• Builds a long-term relationship with partner/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 organizational 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 midterm business impact.
• Contributes to process / product / service improvements that help to sustain competitive advantage of Nokia.
• Influences the LoA process from strategic business and commercial perspective.
• Influences strategic decisions within the own defined scope (portfolio, geography, etc) that affect the performance of the entire Customer Team (CT) or even broader organization.
• Solves highly complex or novel problems based on sophisticated analytical thought and complex judgment, and develops unique sales approaches which differentiates our offering.
• Acts as the most senior sales expert, typically at a global or regional level, serves as best practice / quality resource and is an acknowledged authority both within and outside the own organizational unit.
• Matrix-leads a functional team or cross-functional business team within a defined scope (portfolio, geography, etc) with considerable resource requirements, risk, and complexity.
Qualifications
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
You must be highly independent, and self-directed, operating in a trusted environment. You'll be expected to build detailed long-term strategy with near term plans and adhere to self-set targets through reporting governance, ensuring strong communication to relevant stakeholders. A positive mindset is a must to enable creative thinking of how to reach your goals, paired with dogged determination to deliver results for your personal & professional pride.
Commitment to self-improvement through proven achievement of personal and professional challenges.
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
Minimum 10 years sales experience in Enterprise IT or OT / with a technology vendor or connectivity solutions provider. Minimum 5 years technology channel sales experience focused in UK & Irish markets. Experience of working within the complexity of global technology vendor, operating multi-tiered partnerships and contributing to a broad matrix team.
A clear understanding of the technical and commercial complexities of the European enterprise telecommunications and IT markets within a global context.
About Us
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.