Ip Services Sales Engineer

2 weeks ago

Riyadh, Saudi Arabia NOKIA Full time

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 commited 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.

**Job Title: ION IPR Services Sales Engineer for a sub-region in Europe or MEA**

The Services Business Development team is part of the ION IP Routing Business Development, Consulting & Tendering organization within the ION Regional Business Centers (RBC) in Europe & MEA. The mission of the team is to explore and address service-related needs of NOKIA IP Routing’s customers by developing and positioning end-to-end services solutions, partner with the sub-regional IP Routing Business Lead and Sales for creating, defending and closing competitive product & services proposals, and to ultimately grow our overall IP Routing business.

Services covered hereunder are:

- Deployment Services
- Professional Services
- Care Services

Team members will engage Managed Services and Consulting Services teams whenever appropriate and needed.

The Services Sales Engineer has ownership and accountability for the order intake on the above Services and for the profitability of the ION IPR business (product & services) within the perimeter assigned to him/her. Both objectives are shared with the respective Product BD teams.

**Key Tasks and Activities**
- Build and maintain a strong insight in the customer’s business (segments it addresses, services it offers, industry analyst reports and communication, its competitive and regulatory landscape) in order to assist in the development of new business opportunities in an as early stage as possible.
- Understand the customer needs in their current competitive, business and operations scenarios, translate them into a set of clear services-related requirements, and identify services & service solutions that can address those.
- Develop such opportunities, assess & develop customer specific pricing strategy for any given opportunity, understand & articulate the value that NOKIA can provide with such services and service solutions, and make sure it can and will be recognized by the customer.
- For both proactive and reactive proposals, drive the preparation process of the end-to-end services offer as Service Offer Lead, in close cooperation with the Offer Lead from the product BD team, and the Bid Manager from CO for larger opportunities.
- Define and provide the Scopes of Work, Statements of Compliance, optimized cost estimates and a competitive selling price for all required services, and seek any required support for that from the Services Product Line Managers, the RBC’s commercial support teams and Advanced Tendering teams out of Customer Delivery and the ION Services Business Unit, in order to ensure the final documents will be in line with the needs collected in the above bullets. Agree final services pricing with the IP Routing Business Lead for the perimeter, and escalate critical cases to the EMEA IP Services Sales leader.
- Drive and manage the Care Renewal program for all IP Routing customers in the assigned perimeter. Partner with the CarePM, Sales and the Product BD team to keep a 100% maintenance attach rate and prevent erosion of maintenance prices.
- Develop and manage a pipeline of forecasted and non-forecasted services opportunities. Provide a crisp & current business status in her/his domain (Order forecast, risks & opportunities, up-scopes) at any time.
- Develop business initiatives and specific Market Attack Plans for the assigned perimeter to grow our services and the larger IP Routing business. Present our services capabilities to Sales and Product BD, and train them on our market approach via organizing specific workshops with experts, organizing demos, etc.
- Support customers in other regions across Europe and MEA on specific request to cover staffing shortages temporarily.
- Continuously drive for efficiency improvements in offering services to our customers by creating and using standard SoW’s, costing and pricing, and re-using previous offers.
- Steady feedback of market information (evolution of customer needs, competitors’ strategies, benchmarking information,) to own team and the global & regional service PLM’s.

**Required Qualification and Key Skills**

The Ser

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