The Role
Manages multiple strategic enterprise customers or a major global account, driving complex sales opportunities across portfolios. Builds executive relationships, develops innovative commercial offers, leads pricing and contract negotiations, influences approval processes, and coordinates cross-functional teams. Identifies market and technology opportunities, shapes sales strategy, provides thought leadership, and develops solutions that increase customer value, revenue, and long-term business impact.
Summary Generated by Built In
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.
Responsibilities
• 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.
QualificationsImpact
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.
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.
Responsibilities
• 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.
QualificationsImpact
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.
Skills Required
- Typically 10–12 years of extensive relevant experience
- Graduate or postgraduate equivalent degree
- Management experience across several functional areas or businesses
- Mastery of a specific professional discipline or expertise across multiple disciplines within a function
- Recognized thought leadership and command of the account management or sales subfunction
Nokia Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Nokia and has not been reviewed or approved by Nokia.
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Equity Value & Accessibility — Equity programs include a global employee share purchase plan with company matching and multi‑year share awards. These mechanisms broaden participation and tie rewards to long‑term outcomes.
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Healthcare Strength — Health coverage includes major medical plans with supplementary options such as vision, legal services, and care navigation. The range of offerings indicates comprehensive support for medical needs.
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Parental & Family Support — A global policy grants paid leave for new parents regardless of gender and provides structured return‑to‑work support. Company‑paid life insurance further strengthens family protection across regions.
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The Company
What We Do
At Nokia, we create technology that helps the world act together. As a trusted partner for critical networks, we are committed to innovation and technology leadership across mobile, fixed and cloud networks. We create value with intellectual property and long-term research, led by the award-winning Nokia Bell Labs. Adhering to the highest standards of integrity and security, we help build the capabilities needed for a more productive, sustainable and inclusive world.
