Family Description

Pre-Sales (PS) Job Family works closely with sales team to work out offers for products, services, and solutions. Covers the identification of new business opportunities and draws on technical expertise. Jobs in this Job Family can influence and impact customer's buying decision and are accountable for achieving sales results. They work with external clients to understand their specific business needs and provide customised support. PS also contains the presentation and discussion of possible products, services, and solutions with internal (multi-product) and external customers.

Subfamily Description

Sales Development & Solutioning (SDS) comprises the provision of pre-sales support / expertise to sales team in their sales efforts. Covers a specialised knowledge of technical products (SON & Network Management) , servcies or solutions in a single or suite of offerings. Contains delivery of in-depth presentations and demonstrations to clients and sales representatives as well as the identification of new businesses focusing on future technologies and the setting of strategies to develop new business opportunities. Required selling of Nokia's SOn & Network Management solutions to customers in coordination with sales and / or presales teams through a consultative selling approach. 

 

Mandatory Criteria

Candidate should be open to work for Mumbai as a base location. SON, Presales, Network Management, LTE & 5G Radio Technology, Radio Network Optimization, Machine Learning/AI, Customer Facing, Working in Matrix Teams, Presentation skills, Expectation Management, Written Communication skills and a confident speaker, understanding of COTS hw, Understanding of NPO process.

Technical skills:
1. Knowledge of SON concepts, preferably have worked hands on SON in a product or operator environment.
2. Understanding of concepts of Network Management in RAN Networks
3. Knowledge of LTE & 5G Radio Technology, Radio Network Optimization, O-RAN, Cloud RAN
4. Basic understanding of NPO process
5. Understand basics of Machine Learning/AI
6. Understand how Network Management domain is evolving, SMO, non RT RIC, near RT RIC.
7. Familiarity with concepts related to virtualization, cloud, 
8. Good knowledge of OEM COTS Hardware - servers, storages & switches.

Softskills:

1. Experience of being in a customer facing technical role for Radio technologies.
2. Working in Matrix Teams
3. Presentation skills
4. Expectation & Escalation Management
5. Written Communication skills 
6. Confident speaker
7. Network within other industry players
8. Ability to plan & anticipate technical requirements & concerns.
9. Challenge the status quo

Impact

Impact is short-term through individual and team contributions. Scope is primarily within own subject area in a function/unit. 
 

Scope & Contribution

Individual Contributor: Operates autonomously in own subject area. Can analyze, develop and implement concepts and solutions as a subject matter expert. Increased awareness of and involvement outside of own subject area. Distills big picture. Makes decisions about and prioritizes own work. Managerial/Supervisory: Clear managerial responsibilities for people. Typically first level of solid line management. Interprets policies. Ensures existing plans are put into operation. Executes and/or oversees processes to meet customer needs. Responsible for analysis, design & development of policies, plans, programs. 

Innovation

Carries out specialised activities/projects according to general direction. Influences others to support decisions. Works mostly independently. Analyze situations or data that requires review of relevant factors. Solutions can often be checked and proved. Demonstrates success in multiple roles and is adaptable to manage complex changing business environments.

Communication

Communicates with parties within and outside of own job function and teams, and typically has responsibilities for communicating with parties external to the organisation, which may include customers or vendors.Works to influence others to accept job function’s view/practices and agree/accept new concepts, practices, and approaches.Has cross-cultural knowledge and global mindset Requires ability to communicate with executive leadership regarding matters of significant importance to the organisation. May conduct briefings with senior leaders within the job function. May at times be required to negotiate regarding operational issues.

Knowledge & Experience
Recognised expert in their field (depth & breadth). Typically requires 15-20 years extensive relevant experience and/or a graduate / postgraduate equivalent degree.

Detailed list of key duties and tasks (Work Location: Mumbai)
1. Understanding principle of SON, its working in the RAN ecosystem and how an Operator benefits from deploying the solution.
2. Constantly engage with customer at HQ level Planning, Operations, Quality teams to communicate tangible benefits that SON brings. Ensure Nokia has top recall/ mindshare for SON
3. As SPOC , "own the solution end to end" for quicker response & resolution timelines for all stakeholders (internal & external)
4. Present the value of SON at external events/exhibitions where Nokia participates and to internal stakeholders like NPO.
5. Have a rolling 12-18 month SON evolution plan agreed with customer and take ensure actions lik upgrades & HW modernization take place as per this plan.
6. Build relationships across various customer functions or leverage existing ones. Travel to key circles & build Circle level relationships.
7. Work in close alignment with the Nokia Solution Head for  overall support in the RAN business at all stages -  Business Development, RFP, Deployment or handling Operational issues highlighted by customers.

8.Contributes to the LoA/L2D process from technical perspective.

9.Has in-depth organisational and relevant market knowledge and uses understanding on how relevant areas can be integrated to achieve objectives.

10. Actively supports the bid team during offer development phases (EG solution description, Scope of Work (SoW), Bill of Quantity (BoQ), Statement of Compliance (SoC)), and often lead workteams and taskforce activities.

Specific actions and expected outcomes

1. Take lead and own the process of BoQ creation, Statement of Compliances, Technical Solution Document, Ordering Hw/SW  for SON solution.
2. Work with customer & lead other Nokia teams - eg SON Product Line, RAN Pre Sales, NPO to hold quarterly workshops on SON product capabilities, roadmaps, global developments, product evolution.
3. Work with customer at corporate/circle level to ensure value of SON gets realized & communicated and increase stickiness of solution. 
4. Together with Account Managers, explore solution growth via upsell, competitor swaps, support to sell additional services that add value to perception of SON. 
5. Work with other Nokia functions like Commercial Management, Supply Chain, Order Management as SPOC for the solution.
6. Support Account Managers for value argumentation during the sales cycle and at other instances required.