Account Manager @ Manav Management

Job Description

Job Description Family Description Sales (SA) covers end-to-end sales to customers and advocates customer intimacy. Comprises selling of products, services and solutions, and building and maintaining relationships with customers and potential customers. Contains management of customers, partners, and accounts while focusing either on a specific target group, specific products, services, solutions, or a territory.Note: population would be under the sales incentive plan. Subfamily Description Account & Cust. Relationship Mgmt-Entrprise (RME) comprises the creation and development of profitable relations with end-user enterprise customers in the target segments covering Railways/ Defence / Government and industry verticals through direct selling or engagement with partners for resell. Customers range from very large enterprises to many small territory based corporations and interaction typically deals with the centralised decision makers. Partners include industrial partners. Value-Added Resellers (VARs), distributors, strategic alliances, and communication service providers (service provider as a partner or Service Provider as a Partner (SpaaP)). Covers management of customer or partner interactions and driving of sales for Nokia's offering. Contains end-to-end sales processes of all business portfolios for Mobile Networks (Mobile Networks portfolio sales and project execution). Comprises creation and execution of a comprehensive go-to-market enterprise strategy to drive new customer acquisition and increase the share-of-wallet of existing customers. Acts as a growth engine to create new vertical segments to expand the accessible market. Responsibilities Accountable for large / medium Enterprise customers covering Government/Railways/Defense at PAN India level across complete portfolio for Mobile Networks, carrying significant sales target. Identifies and develops significant business opportunities for enterprise Segment ( govt/ Railways/Defense & large Industry verticals) by interpreting critical internal or external business information such as customer needs, Nokia's portfolio, competitive landscape, etc. Builds a long-term relationship with 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 mid-term 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 own defined scope (portfolio, geography, etc) that affect the performance of the entire Customer Team (CT) or Global Customer Business Team (G/CBT) 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, for enterprise Segment ( govt/ Railways/Defense & large Industry verticals) for Pan India, serves as best practice / quality resource and is an acknowledged authority both within and outside own organizational unit. Leads a functional team or cross-functional business team within a defined scope (portfolio, geography, etc) with considerable resource requirements, risk, and complexity. Required Skills Acts as a main contact point for assigned for enterprise Segment (Govt/ Railways/Defense & large Industry verticals) Understands customers strategic direction and associated business plans Implements MNs account strategy. Identifies, develops & wins new sales opportunities. Sales and marketing support with wide technical system level expertise and deep business understanding. Expert in selling/marketing and system solutions knowledge. Contributing to relationship management. Creating long-term business development plans and positioning of technology strategy, solutions and products to match with customer needs. Develops understanding of customers key business drivers and uses this knowledge to create profitable business opportunities and growth in market share for MN Fulfills MNs process for presales and offers lifecycle management and quarterly forecast Proactively identifies, develops & wins MN business in line with Nokia's growth and profitability targets and grows market share. Account Management Builds & manages trust-based, long-term relationships with customers Technical, Logistics departments and management teams. Positions MN as a preferred solution and services partner. Articulates clearly and effectively the value proposition of services and solutions to customers. Negotiates Customer contracts in alignment with commercial and legal organizations (Acceptance, SoR, payment terms, etc.) Communicates the progress of monthly/quarterly initiatives (account plan, LE etc.) to internal and external stakeholders Key Technology Competencies with a focus on Pvt LTE/ Industry 4.0 & Enterprise Automation Co-develops Sales Strategy plan reviews opportunities and funnel, and problem solve on new opportunities within and outside existing portfolio Shares best practices with MNs community Good understanding of the typical business cases involving MN products, solutions and emerging business models like SaaS Knowledge of key selling points of the main competitors in the relevant market areas. Your Skills And Experience Bachelors or masters degree in engineering, telecommunications, business or a related field. Fluency in Business English language. Minimum of 5 years account management, products, solutions, and services sales experience in the telecommunication industry. Existing relationship with enterprise Segment covering ( govt/ Railways/Defense & large Industry verticals) Experience and knowledge of the Telecoms industry within the assigned geographic area. Proven track record in meeting and exceeding sales targets within assigned territories. Efficient with CRM tools (CRM / Salesforces.com for pipeline/funnel management) and MS tools (Excel, PowerPoint, and Word). Key Competencies Deep inroads in enterprise Segment ( govt/ Railways/Defence & large Industry verticals) Consultative Selling & Customer Business Understanding Relationship Management across CTO, CIO, and organizations and the ability to identify all stakeholders and understand their communications needs and feedback Ability to lead cross-functional teams under time constraints/stress scenarios. A winning mindset embraces challenges. Smart tendering, negotiation and Sales techniques, Sales Process Understanding. Understanding of the major key points of Nokias standard contracts. Strategic mindset. Competitor Intelligence and Market Insight. Customer Business Case and Solution Creation, Sales Presentation. Bid Management, Customer Pricing, Sales Negotiation 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 peoples 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 Worlds 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. Nokias 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

Employement Category:

Employement Type: Full time
Industry: IT - Hardware / Networking
Role Category: IT Operations / EDP / MIS
Functional Area: Not Applicable
Role/Responsibilies: Account Manager

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Keyskills:   Account Management Sales Customer Relationship Management Enterprise Sales Consultative Selling Relationship Management Bid Management Telecommunication Industry CRM Tools MS Tools Sales Negotiation