Business Development Manager – Security Services

About Cloud & Network Services

Cloud and Network Services is a leading Nokia business group that offers Network solutions on Core, Business and Enterprise segments, as well as Cloud solutions and Cognitive Services. It is a newly formed business group, that includes most of the former Nokia Software business, Nokia’s enterprise solutions, core network solutions including both voice and packet core, and managed and advanced services from its former Global Services unit. This unit will also act as a delivery channel of certain products from other business groups to enterprise customers. Cloud and Network Services (CNS) will target growth by leveraging the industry transition to cloud-based delivery, network-as-a-service business models, and software-led value creation.

Overview

This role is part of security services portfolio team and requires to work closely with market and customer facing teams, mainly sales/pre-sales, to identify and qualify opportunities related to security services (security consulting, security optimization and managed security services) portfolio, track sales pipeline, support the sales/pre-sales team in solution creation in line with customer requirements, maintain cost sheet, business case modelling and support in negotiations and closure. Also responsible for defining and realizing go-to-market strategy for the Security Services business, evangelizing and designing new security solutions, business & commercial models, segmentation and pricing. Advising Nokia´s customers on their security strategy is an important part of the role as well as to articulate the value of Nokia´s security consulting portfolio.

The role will contribute and update specific areas of the consulting portfolio / services, from conception and scale-up or sell-through.

Main Responsibility Area

• Shall address security-related needs of NOKIA customers by positioning security consultancy & services and to ultimately grow the overall security business.
• Defining and prioritizing consulting and project requirements based on customer demand, portfolio, market trends, competitive intelligence and technology evolutions
• Track & identify new opportunities and support the process of qualification of deals with sales organization
• Maintain cost and pricing model for security services portfolio items
• Track P&L of security services portfolio with finance and other customer facing teams
• Track sales pipeline till effective closure; work closely with sales team to identify potential opportunities and design the strategy to close the deal
• Track market benchmarks for costs, SPCs, delivery mechanisms, documentations, KPIs, etc.
• Support in solution validation in terms of delivery organization competencies, processes, tools, dimensioning, costing, etc.
• Keeps track of emerging technologies and market trends in the field of cyber security
• Provide suggestions to product development managers to integrate and prepare information security solutions covering security products and services as per market needs and market response, support and guide Nokia security services sales team for potential customer opportunities.
• Work with security practice team to support pre-sales solution support for Proof-of-Concept (POCs), 1st and 2nd engagements and developing the value and selling propositions
• Work with marketing team to support the marketing initiatives related to security services
• Helping develop key accounts and key customers references to support growth and thought leadership
• Contributing to the creation of sales/marketing plans and collateral: competitive analysis, presentations, whitepapers, case studies, value proposition messages, etc. Analyse customer requirements, technologies, standards, and competitors
• Keep close contact with sales and sales support teams, R&D and supply chain

Key Interfaces:

• Sales/Pre-Sales, Security Practice, Finance, Marketing, Delivery Team, etc.
• Solution Stake Holders – Delivery team, Procurement, Services, Product and Strategy, Business line, Nokia/Vendor security product team, etc.
• Customers’ operational teams & procurement teams, 3rd party services partners, etc.
• Reaching out to other BGs for support
• Experience in designing security solutions and architecture along with good knowledge of security products and technologies at different layers like network, infrastructure, application, data, identity & access, processes, etc.
• Expert understanding of security technologies and trends       
• Good understanding evolution of telecom technologies and architecture
• Able to work at strategic and operations levels and to move between these levels with ease.
• Excellent written, verbal and presentation communication skills, should be able to articulate the value of product offering
• Able to effectively influence cross functional teams without formal authority

Other Requirements

Desired Skills and Experience

• Strong pre-sales and business development experience in security services domain
• Exposure to work on large security outsourcing opportunity.
• Strong experience of working in conceptualizing, developing or leading large part of Security Operations, backed up by references
• Strong experience and knowledge of Managed Security Services business and deep understanding of Telco Operations.

Personal Attributes:

Nokia Value-Based Competencies
 

• Openness
• Fairness
• Communication
• Quality Orientation
• Team Player
• Learning Agility
• Decision-making
• Planning & Organizing
• Collaboration
• Continuous Renewal
• Truthfulness
• Objectiveness

Experience required - > 10-15 years

Education – Bachelor of Engineering/Technology /MBA / Master’s Degree or Equivalent

• Technical understanding in the following areas:
• Network Security
• 5G Security (from Radio to Core incl Orchestration & Slicing)
• Security management, orchestration, and automation
• Security Compliance, Assurance and Audit
• Excellent understanding of the industry landscape, including customers, potential partners, direct competitors, and competing and emerging technologies and architectures
• Ability to work collaboratively across many teams within the organization including sales, business development/technical sales, product management, market services and program management
• Excellent written and verbal communications skills; ability to communicate technology strategy and architecture approach to engineers, sales, and customers
• Ability and flexibility to develop and deliver presentations to a wide variety of audiences and to define and participate in conferences, trade shows
• Proficiency in conflict management and negotiation, with abilities to influence and lead others
• Strong consulting skills to work with both, external and internal customers and suppliers
• High energy; willingness to work in a fast-paced and dynamic

Preferred certifications

Certified Information Systems Security Professional (CISSP) 

Certified Information Systems Auditor (CISA)

Certified Information Security Manager (CISM)

Certified Ethical Hacker (CEH)

ISO/IEC 27001:2013 LA/LI

Imagine creating technology that has the potential to change the world. Working with us, you will have a positive impact on people’s lives and help to overcome some of the world’s most pressing challenges. We act inclusively and respect the uniqueness of people. At Nokia, employment decisions are made regardless of race, colour, 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. Nokia culture welcomes people as their true selves. Come create technology that helps the world act together.