Enterprise Account Manager, NSW
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.
Nokia is an equal opportunity employer that is committed to diversity and inclusion.
At Nokia, 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.
Nokia is seeking a strategic software sales account manager to develop Nokia Software’s business within the Enterprise customer segment in Federal, State, and Local Public Sector organizations, Energy/Utility, and Transportation customer segments. The Software Sales Account Manager is responsible for the territory plans, sales coverage, account strategy, account plans, and sales execution to meet or exceed Nokia’s growth plan for software from this key territory.
The position has the following core responsibilities:
- Develop strategy, tactics, and sales plans for growing Nokia Software sales in assigned territory.
- Continuously generate strong pipeline that supports the achievement of assigned quota(s).
- Develop C-level relationships with key customers in assigned territory.
- Understand customer business pain points and KPI’s that are established to meet their business objectives.
- Identify and qualify new business opportunities in meeting with C-level key decision makers to obtain executive sponsorship in pursuit of the sale.
- Position the Nokia Software value proposition, demonstrating business benefits and ROI differentiating Nokia from its competitors.
- Achieve and strive to exceed assigned quota(s) by directly covering assigned territory. Introduce appropriate senior Nokia management resources in pursuit of orders/sales opportunities.
- Partner with the broader Nokia sales team to leverage joint solutioning and sales.
- Work with alliance partners to extend our sales efforts in assigned territory.
- Strictly adhere to the published Nokia sales and forecasting process.
- Complete all administrative assignments comprehensively and on-time.
- Represent Nokia in a professional and an ethical manner.
- Travel to make sales calls and related business activities can be up to 3 to 4 days a week in assigned territory.
- 10+ years of proven sales experience in a software technology company selling to the Transportation, Energy/Utility, and Public Sector vertical segments.
- Bachelor’s degree or equivalent experience.
- Understand Communications software, with prior employment history in this space selling solutions such as Security solutions, OSS/BSS solutions (like CRM, Billing, Charging, PCRF, SON, etc.), Network Virtualization Functions, IoT Platform/Applications and other such related software.
- Understanding of network architectures (LTE, 5G), Cloud architecture, SD-WAN technologies, network function virtualizations, and security architectures considered a very strong plus.
- Ability to build C-level relationships directly with the customers.
- Solid business acumen understanding the complexities of business and customer needs.
- Ability to understand at a high level the technical value proposition and then translate it into a business value position (i.e. consultative sales approach for selling solutions).
- Ability to bring various teams together and lead a sales campaign.
- Ability to work/develop the partner ecosystem to enable a stronger go-to-market approach to increase market coverage.
- Demonstrate ability to close large and complex deals >1Me, with history of doing large deals.
- Should be managing at least >5Me annual sales quota and have documented history to have met or exceed targets constantly.
