Spaap Account Manager - Sydney, Australia - NOKIA

NOKIA

Verified Company

Sydney, Australia

2 weeks ago

Posted by:

Olivia Brown

beBee Recruiter

Description

Join us in creating the technology that helps the world act together
We are a B2B technology innovation leader pioneering the future where networks meet cloud.

At Nokia you will have a positive impact on people's lives and help build the capabilities needed for a more productive, sustainable, and accessible world.

Be part of a culture built on an inclusive way of working where we are open to your ideas, you are empowered to take risks and are encouraged to be fearless in bringing your authentic self to work.

The team you'll be part of

As Nokia's growth engine, we create value for communication service providers and enterprise customers by leading the transition to cloud-native software and as-a-service delivery models.

Our inclusive team of dreamers, doers and disruptors push the limits from impossible to possible.

Focused on rapid growth of Campus Private Wireless portfolio on an end-to-end basis, Enterprise Campus Edge (ECE) is designed to enable this fast-growing business to operate more like a start-up with strong strategic alignment, vertical solutioning and focused market pursuit.

What you will learn and contribute to

This role will be responsible for all sell-through and sell-with business with a named Communications Service Provider (CSP) to their enterprise customers in the Oceania market.

The selling activities include supporting individual sales opportunities with the CSP's enterprise sales teams, and direct management of the partnership, including development of annual business plans; quarterly business reviews and regular pipeline reviews; coordinating sales, technical enablement and supporting the process for the CSP to access and utilize elements of the Nokia Partner Program.

As part of our team, you will:

Build & Execute Strategic Partnership

Develop partnership plans for key CSP account(s), in close alignment with the Nokia Enterprise Campus Edge sales teams for the overall gotomarket (GTM) strategy and key priorities.
Identify and define solutions and related value propositions jointly with the CSP utilizing available blueprints, technical presales, vertical segment and partner practice expertise.
Create and utilize targeted marketmaking and sales push programs to establish a programmatic and scalable joint GTM approach with the CSP.
Contribute to annual planning processes with market and opportunity pipeline input.

Develop Joint Sales Pipeline and Win Sales Opportunities

Generate pipeline of joint private wireless opportunities with the CSP through focused sales initiatives.
Manage sales opportunities and partner with the CSP's enterprise sales organization to drive the sale to closure.
Run regular pipeline and forecast reviews (both internally and with the CSP).

Partner Enablement and Development

Partner with the Nokia global Partner Program (incl. portal) to ensure CSP sales enablement.
Work with the CSP to familiarize them with Nokia's enterprise campus private wireless solutions to build the CSP's broader solution offering.
Work with the CSP to build trust in and motivation to sell Nokia to their enterprise customers this includes building relationships with the CSP enterprise sales teams.
Support marketing efforts, campaigns and tactics with CSP teams for Campus Private Wireless business development initiatives.

Governance

Maintain communication and governance across Nokia sales and presales teams to ensure alignment and awareness of ongoing activities.
Maintain an accurate pipeline and forecast of opportunities, sales KPI's and support deal analyses.
Support monthly/quarterly governance and cadence with CSPs on pipeline development, annual forecasting, forecast accuracy, partner readiness, marketing plans, delivery/deployment planning, customer challenges, etc.

Your skills and experience

Bachelor's degree required. Master's degree preferred.
10+ years channel sales experience in telecommunications and knowledge/experience with private wireless technology.
Strong background and experience in sellthrough model.
Strong executive presence with the ability to build trusted customer relationships.
Solid business acumen with an understanding of complex business matters and customer needs.
Ability to understand the technical value proposition and then translate it into a business value position (i.e., consultative sales approach for selling solutions).
Creative 'out of the box' thinker and a 'challenger' mindset with excellent communication, interpersonal and presentation skills.
Exceptional work ethic, the ability to work independently, selfmotivated, driven and a strong desire to succeed.
Ability to bring crossfunctional teams together in support of selling efforts and operate in a matrix management structure.

What we offer
Nokia offers flexible and hybrid working schemes, continuous learning opportunities, well-being programs to support you mentally and physically