Sales & Business Development manager - Enterprise

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Job Description

Customer demand for Nokia's Network Infrastructure capability is growing fast. Demand for our Data Centre fabric solutions based upon SR Linux OS, and our telco-grade IP & optical networking capability is expanding quickly in the Enterprise segment.

The demand for high-capacity, secure connectivity remains unabated, so we need well-connected, passionate, proactive technology professionals with channel experience to help deliver against the promise. This vacancy in our UK Enterprise team will help grow new & existing relationships in our 'emerging' markets such as Banking & Finance, Retail & Hospitality, Manufacturing & logistics.

Successful candidates will join a team which has delivered strong growth over recent years, and which values the knowledge, skills, and behaviours which have made you successful to date.

Job Description

The Emerging markets 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 agreements. Therefore, channel experience is as important as your technical knowledge.

This role is responsible for developing new business in untapped prospect organisations, and to then develop sales strategies to execute across the target enterprise verticals. Nokia has class-leading products from across the Network Infrastructure portfolio including IP routing, Optical Networking, Optical LAN, and data centre fabric & Interconnect.

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.

The ability to generate impact, build new contacts and then maintain strategic, trusted relationships built upon sound business acumen and expert technical knowledge is key.

Creation, maintenance and execution of pipeline is essential. Management of deal sizes ranging from <€100k to >€1m, will provide the scope for demanding but stimulating work, delivering sustainable growth. This is an individual contributor sales role focused on business development to execute against stated growth targets.

You'll be responsible for all end-to-end sales processes of our NI business portfolio, including pipeline creation and execution of a comprehensive go-to-market enterprise strategy, new customer acquisition, and increasing the share-of-wallet of existing customers.

Responsibilities

• Ability to Identify and develop significant business opportunities by interpreting critical internal and/or external business information into customer needs, against Nokia's portfolio and the competitive landscape.
• Skills to build long-term relationships with partner/customer's senior executives using the knowledge of industry and competitive landscape.
• Drives sales, pre-sales and other functions based on in-depth organisational 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 mid-term business impact.
• Influences strategic decisions within own defined scope (portfolio, geography, etc) that affect the performance of the entire Customer Team (CT) or even broader organisation.
• 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

Knowledge & Experience

You must be highly independent, and self-directed, operating in a trusted environment where you can develop new pipeline quickly.

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.

Evidenced commitment to self-improvement through proven achievement of personal and professional challenges

• Minimum 5-10 years sales experience in Enterprise IT or OT / with a technology vendor, value added reseller, distributor or connectivity solutions provider.
• Ideally 5+ years technology channel sales experience focused in UK & Irish markets. Experience of working within the complexity of global technology vendor, contributing to a broad matrix team.
• Knowledge of Telecoms technology and networking infrastructure concepts.
• Experience of DC fabric / top of the rack switching advantageous.
• A clear understanding of the technical and commercial complexities of the European enterprise telecommunications and IT markets within a global context.
• Well-connected, new business sales background in telecoms / networking equipment and/or related technology sectors.
• Confident, articulate, with an impressive list of successful sales projects.
• Experienced and conversant in channel sales and end to end value proposition for vendor, distributor and end-customer.

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.