Nokia provides state-of-the-art software, hardware and services for any type of network.
POSITION : A&A MEA Presales Manager - Service Delivery Platfroms
Description
Development and support of new business for A&A portfolio and pre-sales activities by providing clear definition of the solution capabilities to meet customer requirements and commercial proposal for the same.
RFP/RFI/RFQ for A&A deals from understanding the requirements, identifying the respective resources, structure the Offer – technical and financials, cost estimations, SOW preparations and overall competitive analysis working with Sales teams in market units, global business units, domain teams within AA GBC.
Ensure solution value proposition is clearly communicated in the customer engagements and captured and articulated in offer proposals during Offer Development stage.
Ensure for non standard and complex deals our solution scope is fully optimized.
Good knowledge of telecom networks, commercial and technical expertise in SDP (Service Delivery Platfroms) which is one of the product lines in A&A portfolio.
Objectives
Involved in helping to create a pipeline of opportunities working with sales teams for various accounts and in responding to opportunities involving a combination of Nokia and also 3rd party vendor products wherever required to complete the solution.
Business Development:
Able to bring out the value proposition for solutions of SDP portfolio of A&A which includes SBC, Rapport for Enterprise, DDE, AAA, Messaging solutions, NGIN, Vital QIP (DDI), etc.
Provide subject matter expertise and manage pre-sales activities for SDP (products and services). Provide direct interface to and engage BU’s and PLM’s for MEA market, account or case.
Ensures key messaging is reflected in offers and supports differentiation from competition.
Participate in managing and reporting the opportunity pipeline with GBC team as well as sales
Provide customer facing support including customer presentations, bid defenses, product demonstrations, etc.
Solution Strategy:
Develop a solution strategy in conjunction with SDP Business & Product Units, Customer Account Teams and Delivery teams. The strategy will include the agreement with all stakeholders the portfolio push and how this can be implemented.
Responsibilities
Work closely with the sales team on the qualification of prospects in the area of solution fit and service delivery expectations
Interaction with technical team, of operator to Influence specification in line with our product feature and optimized product configuration
Communicating new product developments to prospective clients
Provide support to lead for defending the techno commercial offer during Offer Approval Meetings
Procure and understand the costing received for 3rd party components and material, installation from PDC, Delivery & MSM
Negotiate equipment / feature scope with customer (equipment / features)
Delivery of various pre-sales activities for one or more customers (with support of SDP BU/Product Units and account teams) - including responding to customer requests for information, developing & planning conceptual solution presentations, demonstrations and technical / product guidance in meetings etc
Provide documentation (technical design ,scope of work etc..) with support of SDP domain/BU teams.
Ensure that Sales is supported in the bidding process From Product Management point view for different product related activites e.g feature development/Request etc
Defines Complex technical solution with the help of BU. Responsible for understanding business and technical problems addressed by the products including key regulations, business drivers, evolving business needs etc
Preparation of complex techno-commercial offer for the customers.
Attendance at conferences, working with SMEs from BL and research to stay on top of changes in business issues/requirements/regulations/Technology and understand where the market is going
Provide Pricing guidance for SDP Portfolio.
Qualifications
Interpret customer requirements and solution
Advanced communication skills (verbal and written), including influencing those not under their direct control.
Communicate at different levels within Customer organization, include “C” and C-1 level executives
Strong business acumen and analytical skills, including identifying improvement opportunities, developing business cases, analyzing investment opportunities.
Financial management knowledge and commercial acumen.
Qualifications and Experience:
Bachelor’s degree in Telecom/Electronics/Electrical/Comp.Science Engineering.
10-15 years of Experience in Telecom and IT industry (minimum 8 years in Telecom is required)
Competencies:
Coordination and Relationship management skills
Self committed, results focused
Negotiation Skills.
Ability to understand network issues/requirements
Commercial acumen & Financial analysis
Power point presentation, excel and modeling skills
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