Family Description

The Enterprise Sales Go To Market team is responsible for sales to Railways, Public Safety and Utility customers and advocates customer intimacy. Comprises selling of CNA Core and Apps products, services and solutions, and building and maintaining relationships with customers and potential customers. Contains management of all the railways customers, partners, and accounts in the Benelux and France territory. Note: population would be under the sales incentive plan.

Subfamily Description

Account & Cust. Relationship Mgmt-Enterprise (RME) comprises the creation and development of profitable relations with end-user enterprise customers in the target segments and industry verticals through direct selling or engagement with partners for resell. Customers are mainly Railways, Public Safety and Utility enterprises. GtM could also be indirect via regional or global Partners including 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)). The railway AM acts as a growth engine to create new vertical segments to expand the accessible market.

 

Impact

Marked contribution to defining the Cloud and Network Services strategy in the Railway account in the perimeter, driving direction for new products, processes, standards or operational plans based upon business strategy.

Scope & Contribution

As individual contributor carries out independently 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. 
 

Innovation

Highly independent and self directed. Develops plans, measures effectiveness. Assesses customer relationships and service levels. Can develop and implement complex and innovative concepts. Problems require searching and selecting. Anticipates problems, seeks opportunities. Models creative and innovative work methods. 

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

The candidate should have experience in the enterprise domain, preferably railways, with an experience of 7-10 years.

 

• Accountable for all railway customer in Main line and Mass Transit in the territory of Benelux and France across the Nokia Core and Application 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 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 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.

• 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 organisation.

• 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 own organisational unit.

• Leads a functional team or cross-functional business team within a defined scope (portfolio, geography, etc) with considerable resource requirements, risk, and complexity.