Technical Account Manager

Family Description

Sales (SA) covers end-to-end sales to customers and advocates customer intimacy. Comprises selling of products, services and solutions, and building and maintaining relationships with customers and potential customers. Contains management of customers, partners, and accounts while focusing either on a specific target group, specific products, services, solutions, or a territory.Note: population would be under the sales incentive plan.

Subfamily Description

Account & Cust. Relatnshp Mgmt-Entrprise (RME) comprises the creation and development of profitable relations with end-user enterprise customers in the target segments and industry verticals through direct selling or engagement with partners for resell. Customers range from very large enterprises to many small territory based corporations and interaction typically deals with the centralised decision makers. Partners include industrial partners, Value-Added Resellers (VARs), distributors, strategic alliances, and communication service providers (service provider as a partner or Service Provider as a Partner (SpaaP)). Covers management of customer or partner interactions and driving of sales for Nokia's offering. Contains end-to-end sales processes of all business portfolios (portfolio sales and project execution). Comprises creation and execution of a comprehensive go-to-market enterprise strategy to drive new customer acquisition and increase the share-of-wallet of existing customers. Acts as a growth engine to create new vertical segments to expand the accessible market.

* Accountable for multiple key customers or a single large customer at global level across multiple portfolios or specific portfolio, carrying extremely large sales target.

* Identifies and develops strategic business opportunities by anticipating and interpreting market / technology / business trend as well as based on customer's strategy and Nokia's portfolio.

* Establishes a long-term relationship with customer's senior executives based on strong business and professional expertise to enhance business partnership and alignment.

* Strongly drives sales cases by effective orchestration of sales, pre-sales and other functions based on in-deep organisational understanding (Mode of Operations, processes, etc), and develops competitive and innovative offers that deliver significant value to customers and Nokia.

* Actively participates in and contributes to pricing strategy and contract negotiations which generate mid / long-term business impact.

* Actively contributes to process / product / service improvements that create competitive advantage and organisational capability.

* Significantly influences the LoA process from business and commercial perspective.

* Solves highly complex challenges and develops original and innovative sales approaches which bring broad business impact (EG finding innovative solutions for complex multi-geographic customer businesses that lead to upgraded sales).

* Drives thought leadership, the shaping of sales strategy and senior management advice within the area of expertise, typically with global, sometimes organisation wide leverage.

* Leads cross-functional business team in a defined scope (account, portfolio, geography, etc) with significant resource requirements, risk and complexity.

Impact

Impact is short to medium term and influences business unit results and/or customer relationships. Accountable for setting function/program goals, managing cost performance and ensuring achievement through people and processes. Decisions and actions will normally impact business, program, project, function. Predominant authority for development of new products, processes, standards or operational plans based upon business strategy.


Scope & Contribution

Individual Contributor: Typically highest level of individual contributor in job family. Demonstrates strategic thinking, assumes broad perspective. Designs and/or develops original programs, projects, content for functional subject areas. Manages implementation/utilization through other organisation resources. Authorised to take decisions within responsibility area. Managerial/Supervisory: Typically third (occasionally second) level of solid line management. Translates strategy into actionable programs, operations or activities. Clear strategic elements. Authorised to take decisions within responsibility area. Involved with and responsible for integrating or coordination with other businesses or functions. May include geographic coordination of functions or global functional/unit.

Innovation

High degree of independence within agreed policies, targets and budgets. Problem solving generally requires research and creative thought. Develops and applies new, innovative approaches to complex or infrequently occurring problems. Formulates operational guidelines. Ensures immediate working environment encourages innovation.Stretches beyond comfort zone to support a variety of senior roles and deliver business value in changing business environments.

Communication

Operates mostly at the senior level of the business with a global mindset and in many different environments (e.g. outside of home country, new business unit/entity, different cultures).Negotiates and compromises to influence internal and external parties who may have conflicting objectives to accept concepts, practices and approaches.Requires communication with senior executive leadership ( internal / external) and creation of a collaborative working environment e.g. in engaging and inspiring manner

Knowledge & Experience

Management experience across several functional areas or businesses. Mastery of a specific professional discipline combining deep knowledge of theory and practice or expertise across several different disciplines within a function. Command of content of sub function. Recognised thought leader. Typically requires 10-12 years extensive relevant experience and/or a graduate / postgraduate equivalent degree. PhD degree would normally be expected in R&D stream.