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Mobile Networks includes mobile network products, network deployment, technical support services, network design and optimization and related network management. This business group will offer the full portfolio for customers wanting to buy mobile access networks. It’s an exciting time to join Mobile Networks, a €10bn revenue business as we steer forward on a mission to lead in technologies such as 5G, ORAN and vRAN.
Main Responsibility Areas
Within Asia Pacific Japan Regional Business Center Market Unit Indonesia, we are looking for a leader who will be responsible for delivery and services solutioning across a designated territory (Indonesia). The Solution Selling Specialist provides specialized expertise to support the sales team ahead of the actual sales to drive sales of an optimum solution mix to customers. Works with customers and development teams to create the best fit offering. Contributes to / defines the technical strategy towards the designated customer(s), optimally adapts towards their vision, requirements, and needs in close collaboration with the respective customer teams and market solution team / head. Makes technical presentations to customers focusing on Nokia's value proposition to customer during prospect and negotiation phases.
Main Responsibilities in summary:
- Act as Customer Services Solution Owner, owning the end to end Mobile Networks Services Solution design for the nominated customer(s)
- Pro-Actively Identify customer pain points (present and future), develop and propose services solutions to address them.
- Coordinate Technical solution working with all concerned stakeholders to meet customer and business needs
- Ensure Overall Services Solutioning quality
- Support BG Sales Programs for upsell & cross-sell for optimum solution mix
- Accountable for the customer centric e2e orchestration of the overall services business and offer consolidation in strong alignment with Deploy Business Line initiatives.
- Responsible for MN/Services Order Intake and committed/non-committed upsells as well as sales push programs.
- Overall coordination of dedicated & pooled pre-sales support functions (including Product Managers and GSS support team) in agreement with Indonesia Business Center Head and HoS and other key stakeholders in CX.
- Interlock with relevant stakeholders (e.g. Head Business Center, Head of Business Development, CDMs, and GSS) during solution development and support commercial strategy development
- Value capture of Digital Deploy Services and upsell for all ongoing opportunities and projects.
- Ensure Market level Deploy Business Line alignment including portfolio feedback to APJ Deploy Portfolio Lead
- Enable GSS on Indonesia specific details and drive Scoping and Costing through GSS (using Work Packages and xSU tool)
- As part of qualification process (prior to G3), responsible for high level solution design
- Contributes to the L2D process from technical perspective and works closely with CX and other stakeholders to drive this process forward
- Work closely with Account Manager and Pricing Manager to define the most optimal solution
- Actively supports the bid team during offer development phases (e.g. solution description, Scope of Work (SoW), Bill of Quantity (BoQ), Statement of Compliance (SoC)), and often lead work-teams and taskforce activities.
- Coordinate (accountable for) the timely production of technical solution and contract deliverables with clear description of assumptions for services
- Coordinate (accountable for) the identification of technical risks (e.g. product/features roadmap availability) and propose mitigation plans with RBC Technology and Central Presales
- Ensure Solution Quality with Solution sign-off (SSO) and Optimized Tendering sign-off (OT)
- Support customer presentation regarding technical solution and related value proposition
- Coordinate PTA (technical) with Delivery Manager, and support the PEO Tricorn role to hand-over Services Solution, and all technical collateral to the relevant people in delivery organization
- Pro-Active identify and develop solutions for customer pain points (present and future)
- Opportunity (pre-G3) High level solution design
- Documented and up-to-date Solution description/architecture and assumptions
- Input the consolidated solution alignment status and technical risk assessment to L2D process, as well as Solution Sign-off
- Customer solution presentations (value proposition)
Nokia has received the following recognitions for its commitment to inclusion & equality:
- One of the World’s Most Ethical Companies by Ethisphere
- Gender-Equality Index by Bloomberg
- Workplace Pride Global Benchmark
Nokia’s 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.
Position Requirements
- Proven record of making solid commitments and delivering
- Proven presentation and interaction skills (internally, customers, partners)
- Ability to manage complexity, uncertainty and ambiguity, high situational adaptability
- Strong influencing and negotiation skills
- Experience in Presales, Sales, Business development
- Proven ability to deal with fast evolving, complex and demanding customers’ requirements
- Solid knowledge of Mobile Access product and Services Portfolio
- Business understanding of MN/Service Deploy business
- Hands-on experience in Deploy Sales and/or Delivery
- Ability to manage and shape customer engagements
- Good understanding of Deploy and System attach business for Japan market
- Transformation mindset and Knowledge of digital transformation
- Ability to communicate in bahasa Indonesia would be advantage
Additional Information
Nokia