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. Note: population would be under the sales incentive plan.

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, services, 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. Comprises driving of Nokia's solutions across business groups as well as positioning and selling of Nokia's solutions to customers in coordination with sales and / or presales teams through a consultative selling approach. Covers engagement with external clients in defining and formulating their business strategies. Comprises understanding of customer's business model and long term investment planning in order to provide customised support.

 

Impact

Impact is primarily short term and and typically functional, departmental or small single geographic in scope through management of resources. Accountable for departmenta/program goals, achievement and cost performance. Actions and errors will normally impact business, program, project, function. Marked contribution to defining the direction for new products, processes, standards or operational plans based upon business strategy. 

Scope & Contribution

Individual Contributor: Independently carrying out 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. Managerial/Supervisory: Typically second (occasionally first) level of solid line management. Effective management of resources and development/implementation of plans and processes. Interprets policies and establishes procedures. Increased awareness and influence of other functions outside of own business area. Decision making often repeated in similar manner - able to choose correct solution or modify existing solution. 

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

Management Experience / Mastery of a specific professional discipline combining deep knowledge of theory and practice within a function. Expert in more than one area, broad perspective. Typically requires 7-10 years extensive relevant experience and/or a graduate / postgraduate equivalent degree.

 

• Develops business opportunities with medium customers typically at regional level but may be also at global level, in collaboration with Sales team / Account Manager.

• Provides system level technical expertise and / or expertise in own area of solutions, and leads solution offer creation activities to address customer's needs as well as to achieve business targets. 

• Actively contributes to create long-term partnerships with key customers, and acts as senior subject matter expert typically at regional level (EG creates customer network evolution plans and position our technology strategy, solutions and products strongly).

• Uses knowledge on how the job contributes to the corporate goals as well as knowledge of industry and competitive landscape, provides technical expertise in the early phase of opportunity development, and develops innovative solutions in order to increase own effectiveness and to sustain competitive advantage.

• Actively identifies complex technical risks (EG solution road map availability) and proposes mitigation plans which generate solid business impact.

• Contributes to the LoA process from technical perspective.

• Influences strategic decisions within own unit that affect the performance of broader organisation.

• May leads functional team, handles day-to-day staff management issues, including allocation of work (EG leads solution creation resources, supports bid team on solution description, Scope of Work (SoW), Bill of Quantity (BoQ), contributes to Statement of Compliance (SoC)).