Nokia is a global leader in the technologies that connect people
and things. With state-of-the-art software, hardware and
services for any type of network, Nokia is uniquely positioned to
help communication service providers, governments, and large
enterprises deliver on the promise of 5G, the Cloud and the
Internet of Things. Serving customers in over 100 countries,
our research scientists and engineers continue to invent and
accelerate new technologies that will increasingly transform
the way people and things communicate and connect.
Position Description – Account Manager for Vodacom
Tanzania, MEA SAV CBT
General Purpose
Sales Professional with technical and business understanding
of telecoms solutions, responsible for generating orders and
revenues by selling Nokia’s solutions to customers.
Main Responsibility Area
Acts as a main contact point for Vodacom Tanzania.
Understands customers’ strategic direction and business
plans
Implements Nokia’s account strategy.
Identifies, develops & wins new sales opportunities for Nokia
Sales and marketing support with wide technical system
level expertise and deep business understanding.
Expert in selling/marketing and system solutions knowledge.
Contributing to relationship management.
Creating long-term business development plans and
positioning of technology strategy, solutions and products to
match with customer needs.
Develops understanding of customers’ key business drivers
and uses this knowledge for creating profitable business
opportunities and growth in market share for Nokia
Fulfills Nokia’s process for presales offer lifecycle
management and quarterly forecast
Proactively identifies, develops & wins Nokia business in line
with Nokia growth and profitability targets; and grow market
share.
Managing Deals
Understands the customer’s commercial, operational &
technology challenges & opportunities.
Translates market knowledge into business opportunities
Negotiates and closes deals to achieve orders’ targets.
Owns the accounts pipeline/funnel and opportunity data in
pipeline management tool.
Develops account plans and ensures Nokia’s multi business
groups’ resources are aligned to execute the plans.
Identifies efforts that will have the greatest strategic impact
Account Management
Builds & manages trust-based, long-term relationships with
customers’ Technical, Logistics departments and
management teams.
Positions Nokia as a preferred solution and services partner.
Articulates in clear and effective manner value proposition of
services to customer
Negotiates Customer contracts in alignment with
commercial and legal organizations (Acceptance, SoR,
payment terms, etc.)
Communicates clearly the progress of monthly/quarterly
initiatives (account plan, LE etc.) to internal and external
stakeholders
Key Interfaces
CBT/CT Head
CO Head of Sales
Acts as a main contact point for Vodacom Tanzania.
Understands customers’ strategic direction and business
plans
Implements Nokia’s account strategy.
Identifies, develops & wins new sales opportunities for Nokia
Sales and marketing support with wide technical system
level expertise and deep business understanding.
Expert in selling/marketing and system solutions knowledge.
Contributing to relationship management.
Creating long-term business development plans and
positioning of technology strategy, solutions and products to
match with customer needs.
Develops understanding of customers’ key business drivers
and uses this knowledge for creating profitable business
opportunities and growth in market share for Nokia
Fulfills Nokia’s process for presales offer lifecycle
management and quarterly forecast
Proactively identifies, develops & wins Nokia business in line
with Nokia growth and profitability targets; and grow market
share.
Managing Deals
Understands the customer’s commercial, operational &
technology challenges & opportunities.
Translates market knowledge into business opportunities
Negotiates and closes deals to achieve orders’ targets.
Owns the accounts pipeline/funnel and opportunity data in
pipeline management tool.
Develops account plans and ensures Nokia’s multi business
groups’ resources are aligned to execute the plans.
Identifies efforts that will have the greatest strategic impact
Account Management
Builds & manages trust-based, long-term relationships with
customers’ Technical, Logistics departments and
management teams.
Positions Nokia as a preferred solution and services partner.
Articulates in clear and effective manner value proposition of
services to customer
Negotiates Customer contracts in alignment with
commercial and legal organizations (Acceptance, SoR,
payment terms, etc.)
Communicates clearly the progress of monthly/quarterly
initiatives (account plan, LE etc.) to internal and external
stakeholders
Key Interfaces
CBT/CT Head
CO Head of Sales
Requirements
Position Requirements and Competencies
Bachelors or Master's degree in engineering,
telecommunications, business or a related field.
Minimum of 5 years account management, products,
solutions and services sales experience in the
telecommunication industry
Experience and knowledge of the Vodacom Service provider
market.
Proven track record in meeting and exceeding sales targets
within assigned territories.
Efficient with CRM tools (CRM / Salesforces.com for
pipeline / funnel management) and MS tools (Excel,
PowerPoint and Word).
Key Competencies
Consultative Selling & Customer Business Understanding
Nokia end to end portfolio knowledge & natural interest to
keep up to date on technological and market evolution as
well as competitors’ activities
Relationship Management and ability to identify all
stakeholders and understand their communications needs
and feedback
Ability to lead cross-functional teams under time constraint /
stress scenarios.
Winning mindset, embrace challenges.
Smart tendering, negotiation and Sales techniques, Sales
Process Understanding.
Understanding of the major key-points of Nokia’s standard
contracts.
Strategic mindset.
Competitor Intelligence and Market Insight.
Customer Business Case and Solution Creation, Sales
Presentation.
Bid Management, Customer Pricing, Sales Negotiation.
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