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Head of Utilities

2 weeks ago

Riyadh, Saudi Arabia NOKIA Full time

**Come create the technology that helps the world act together**

Nokia is committed to innovation and technology leadership across mobile, fixed and cloud networks. Your career here will have a positive impact on people’s lives and will help us build the capabilities needed for a more productive, sustainable, and inclusive world.

We challenge ourselves to create an inclusive way of working where we are open to new ideas, empowered to take risks and fearless to bring our authentic selves to work.

**The team you’ll be part of**

The Customer Experience organization provides a common interface to customers including account and relationship management, acting as the voice of the customer internally and creating demand across our business groups. While bringing deep understanding of local markets for our customer, the CX organization ensures strong alignment between sales and delivery teams.

**What you will learn and contribute to**

**Main Responsibility Area**:

- Acts as a main contact point for customers
- Understands customers’ strategic direction and associated 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
- Fulfils 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:

- CT Head
- CO Head of Sales
- Business Groups Pre-sales and Delivery
- Head of Technologies
- Strategy & Sales Ops
- Pricing Manager
- Legal
- F&C
- Customer CxO
- Customer procurement

**Your skills and experience**

Position Requirements:

- Bachelors or Master's degree in engineering, telecommunications, business or a related field.
- Fluency in Arabic, English and preferably French languages.
- Preferably minimum of 10 years account management, products, solutions and services sales experience in the telecommunication industry.
- Proven track record in meeting and exceeding targets/KPI’s within assigned responsibilities.

**Requirements**:

- 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

**What we offer**

Nokia offers flexible and hybrid working schemes, continuous learning opportunities, well-being programs to support you mentally and physically, opportunities to join and get supported by employee resource groups, mentoring programs and highly diverse teams with an inclusive culture where people thrive and are empowered.

**Nokia is committed to inclusion and is an equal opportunity employer**

Nokia has received the following recognitions for its commitment to inclusion & equality:

- One of