What you will learn and contribute to
Are you passionate about solving problems?
The Services Sales Engineer has ownership and accountability for the order intake and for the profitability of the IP business (product & services) within the perimeter assigned to him / her.
Both objectives are shared with the respective Product BD teams.
As part of our team, you will :
Build and maintain a strong insight in the customer’s business (segments it addresses, services it offers, industry analyst reports and communication, its competitive and regulatory landscape) in order to assist in the development of new business opportunities in an as early stage as possible.
Understand the customer needs in their current competitive, business and operations scenarios, translate them into a set of clear services-related requirements, and identify services & service solutions that can address those.
Develop such opportunities, assess & develop customer specific pricing strategy for any given opportunity, understand & articulate the value that NOKIA can provide with such services and service solutions, and make sure it can and will be recognized by the customer.
For both proactive and reactive proposals, drive the preparation process of the end-to-end services offer as Service Offer Lead, in close cooperation with the Offer Lead from the product BD team, and the Bid Manager from CO for larger opportunities.
Define and provide the Scopes of Work, Statements of Compliance, optimized cost estimates and a competitive selling price for all required services, and seek any required support for that from the Services Product Line Managers, the RBC’s commercial support teams and Advanced Tendering teams out of Customer Delivery and the IP / O Services Business Unit, in order to ensure the final documents will be in line with the needs collected in the above bullets.
Agree final services pricing with the IP Business Lead for the perimeter and escalate critical cases to the EMEA IP Services Sales leader.
Drive and manage the Care Renewal program for all IP Networks customers in the assigned perimeter. Partner with the CarePM, Sales and the Product BD team to keep a 100% maintenance attach rate and prevent erosion of maintenance prices.
Develop and manage a pipeline of forecasted and non-forecasted services opportunities. Provide a crisp & current business status in her / his domain (Order forecast, risks & opportunities, up-scopes) at any time.
Develop business initiatives and specific Market Attack Plans for the assigned perimeter to grow our services and the larger IP Networks business.
Present our services capabilities to Sales and Product BD, and train them on our market approach via organizing specific workshops with experts, organizing demos, etc.
Support customers in other regions across Europe and MEA on specific request to cover staffing shortages temporarily.
Continuously drive for efficiency improvements in offering services to our customers by creating and using standard SoW’s, costing and pricing, and re-using previous offers.
Steady feedback of market information (evolution of customer needs, competitors’ strategies, benchmarking
Your skills and experience
The Services Sales Engineer is an energetic, self-motivated and sales-oriented person, with a broad knowledge of the services capabilities within NOKIA IP Networks, and the ability to build relationships of mutual trust with customers and account teams.
She / he has the ability to work in a (pre-sales) environment with permanent interrupts and continuous (re)prioritization of assignments, under pressure and in an autonomous way, ie without continuous / every-day guidance & supervision.
She / he has the capability to interact as a peer with RBC Presales and Delivery teams for IP Networks and others, to clearly position the customer needs and the price targets that need to be achieved and to get experts efficiently engaged in the opportunity development process, whenever needed.
Minimum of five years of experience in the telecommunications industry and in a services specific environment
Bachelor’s degree in a technical or business stream, Master's degree preferred
Understands the information and communication services market, as well as the business imperatives of our customers.
A thorough understanding of and experience in applying consultative value selling methodologies to services business projects.
Hands-on experience in scoping, costing and pricing services.
Good insight and preferably hands-on experience in delivering services to customers
Excellent written and oral communication skills in English, and other (local) languages.
Ability to work effectively across cultures, languages, time zones, in a remote management set-up (distributed organization).
Ability to accommodate travel requirements of the position
What we offer
Nokia offers flexible and #LI-Hybrid working schemes, 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 World’s Most Ethical Companies by Ethisphere
Gender-Equality Index by Bloomberg
Workplace Pride Global Benchmark
LGBT+ equality & best place to work by HRC Foundation
At Nokia, we act inclusively and respect the uniqueness of people.
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.