Solution Sales Manager
Job Posting for Solution Sales Manager at NOKIA
About Cloud & Network Services
Cloud and Network Services is a leading Nokia business group that offers Network solutions on Core, Business and Enterprise segments, as well as Cloud solutions and Cognitive Services. It is a newly formed business group, that includes most of the former Nokia Software business, Nokia’s enterprise solutions, core network solutions including both voice and packet core, and managed and advanced services from its former Global Services unit. This unit will also act as a delivery channel of certain products from other business groups to enterprise customers. Cloud and Network Services (CNS) will target growth by leveraging the industry transition to cloud-based delivery, network-as-a-service business models, and software-led value creation.
Cloud and Network Services is a leading Nokia business group that offers Network solutions on Core, Business and Enterprise segments, as well as Cloud solutions and Cognitive Services. It is a newly formed business group, that includes most of the former Nokia Software business, Nokia’s enterprise solutions, core network solutions including both voice and packet core, and managed and advanced services from its former Global Services unit. This unit will also act as a delivery channel of certain products from other business groups to enterprise customers. Cloud and Network Services (CNS) will target growth by leveraging the industry transition to cloud-based delivery, network-as-a-service business models, and software-led value creation.
Job Description
The Solution Sales Manager is part of the CNS Regional Business Centre (RBC) group, working closely with the Business Development, Sales, Product Management and Product Marketing teams to help effectively capture Packet Core product revenue in the Americas.
You will be required to be responsive to the needs of our tier-1 customers and their sales teams acting as their trusted advisor for Nokia’s products and solutions. You must have a strong technical background, a clear understanding of the sales process, be completely self-motivated and able to operate in an independent manner with minimal supervision in a high impact role. You will often be in the position to drive required next steps toward technical acceptance of Nokia solutions with customers directly or via the systems engineering teams.
The Solution Sales Manager is part of the CNS Regional Business Centre (RBC) group, working closely with the Business Development, Sales, Product Management and Product Marketing teams to help effectively capture Packet Core product revenue in the Americas.
You will be required to be responsive to the needs of our tier-1 customers and their sales teams acting as their trusted advisor for Nokia’s products and solutions. You must have a strong technical background, a clear understanding of the sales process, be completely self-motivated and able to operate in an independent manner with minimal supervision in a high impact role. You will often be in the position to drive required next steps toward technical acceptance of Nokia solutions with customers directly or via the systems engineering teams.
Job Responsibilities & Competencies
- Act as a trusted advisor to primarily Verizon and the Verizon account teams on Mobile Packet Core and 3GPP technologies and standards, including but not limited to the Nokia products and solutions.
- Work closely with the sales teams (sales executives, sales managers, sales engineers) on identifying opportunities and driving business to closure. Because Nokia is a large, diverse company, the sales team might not be expert in Packet Core technologies and additional coaching could be required.
- Develop the technical strategy for each opportunity with the sales team and drive it to technical acceptance by the customer
- Be extremely flexible and self-driven, comfortable handling ambiguity, and simultaneously juggling multiple opportunities and different accounts with conflicting priorities.
- Be able to meet with influential customer decision makers and communicate verbally or via presentation tools the exact details of Nokia’s product capabilities and the specific solutions being offered to the customer.
- Develop technical collateral, such as white papers and PowerPoint presentations to demonstrate to customers how Nokia’s products and delivery capabilities are their best option for success
- Work with Product Line Managers to drive product development through customer and industry specific feedback based on current and future requirements
- Work with other Business Groups to develop end-to-end solutions with the broader Nokia portfolio
- Conduct sales effort with maximum integrity, ensuring that product capabilities are accurately represented to customer and that Nokia can deliver proposed solutions in the anticipated timeframe.
- Travel: The position does require business travel, usually within the USA to customer locations. However, occasional international travel to customer or company facilities will also be required. It is expected that the position will require about 20% travel. However, during peak times, travel may increase to cover customer requirements. Candidate should expect that travel at any time, including with little advance notice, is a requirement of this position.
Qualifications: (Education, Technical, Skills/Knowledge)
- Bachelor’s degree in Electrical Engineering/Computer Science (or related technical degree) or equivalent experience
- At least 8 years’ experience in pre-sales, systems engineer, consulting systems engineer, technical marketing engineer, and/or solution architect role covering Mobile Packet Core (3G, 4G and 5G), or demonstrated equivalence.
- Must have a proven track record of business growth, from opportunity identification to solution definition.
- Must have relations with key decision makers and influencers in Verizon and with the Verizon Curstomer Team.
- Must have a deep conceptual understanding and hands-on, testing and deployment experience of the following standards and technologies:
- Expertise with public cloud (AWS, Azure, Google, etc
- 5G NSA and 5G SA Core architecture, elements and call flows, especially for the AMF, NRF, NSSF, SMF, UPF and N3IWF
- 4G Evolved Packet Core architecture, elements and call flows, especially for the MME, SGW, PGW and ePDG including EPC CUPS Architecture
- Policy Control and Charging architectures for 4G and 5G
- Packet capture and analysis tools such as Wireshark
- Deep Packet Inspection (DPI) and application detection and control techniques
- Value-added services and technologies such as NAT, subscriber firewall, video optimization, TCP optimization, MP-TCP gateways
- Network virtualization technologies such as the ETSI NFV model, Openstack, hypervisors, underlay and overlay switching technologies
- Cloud native principles and technologies such as containers, microservices, Kubernetes and the most common CNCF projects
- Expertise with public cloud (AWS, Azure, Google, etc).
- Must have the following Product Development skills:
- Experience on driving product lifecycle management requirements
- Ability to work with R&D for adjusting product behavior to specific customer requirements
- Ability to write detailed “Feature Request Documents” describing all the software and hardware requirements for new feature development
- Ability to build credible business and technical arguments, including low-level technical discussions on HW and SW, to support feature development requests
- Ability to quickly and independently master new technologies and evolving standards in various customer business disciplines.
- Must have excellent written and verbal communication skills.
- Must have excellent customer communication etiquette and presentation skills.
Imagine creating technology that has the potential to change the world. Working with us, you will have a positive impact on people’s lives and help to overcome some of the world’s most pressing challenges. We act inclusively and respect the uniqueness of people.
Nokia is an equal opportunity employer that is committed to diversity and inclusion. At Nokia, employment decisions are made regardless of sex, gender identity or expression, sexual orientation, race, ethnic origin, color, creed, religion, national origin, citizenship, age, marital status, physical or mental disability, genetic information or ancestry, protected Veteran or military status, or other characteristics protected by law. Nokia culture welcomes people as their true selves. Come create technology that helps the world act together.
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