Nokia provides state-of-the-art software, hardware and services for any type of network.

POSITION : A&A MEA Presales Manager - Service Delivery Platfroms

Description

• Development and support of new business for A&A portfolio and pre-sales activities by providing clear definition of the solution capabilities to meet customer requirements and commercial proposal for the same.
• RFP/RFI/RFQ for A&A deals from understanding the requirements, identifying the respective resources, structure the Offer – technical and financials, cost estimations, SOW preparations and overall competitive analysis working with Sales teams in market units, global business units, domain teams within AA GBC.
• Ensure solution value proposition is clearly communicated in the customer engagements and captured and articulated in offer proposals during Offer Development stage.
• Ensure for non standard and complex deals our solution scope is fully optimized.
• Good knowledge of telecom networks, commercial and technical expertise in SDP (Service Delivery Platfroms) which is one of the product lines in A&A portfolio.

Objectives

• Involved in helping to create a pipeline of opportunities working with sales teams for various accounts and in responding to opportunities involving a combination of Nokia and also 3rd party vendor products wherever required to complete the solution.

Business Development:

• Able to bring out the value proposition for solutions of SDP portfolio of A&A which includes SBC, Rapport for Enterprise, DDE, AAA, Messaging solutions, NGIN, Vital QIP (DDI), etc.
• Provide subject matter expertise and manage pre-sales activities for SDP (products and services).  Provide direct interface to and engage BU’s and PLM’s for MEA market, account or case.
• Ensures key messaging is reflected in offers and supports differentiation from competition.
• Participate in managing and reporting the opportunity pipeline with GBC team as well as sales
• Provide customer facing support including customer presentations, bid defenses, product demonstrations, etc.

Solution Strategy:

• Develop a solution strategy in conjunction with SDP Business & Product Units, Customer Account Teams and Delivery teams.  The strategy will include the agreement with all stakeholders the portfolio push and how this can be implemented.

Responsibilities

• Work closely with the sales team on the qualification of prospects in the area of solution fit and service delivery expectations
• Interaction with technical team,  of operator to Influence specification in line with our  product feature and optimized product configuration
• Communicating new product developments to prospective clients
• Provide support to lead for defending the techno commercial offer during Offer Approval Meetings
• Procure and understand the costing received for 3rd party components and material, installation from PDC, Delivery & MSM
• Negotiate equipment / feature scope with customer (equipment / features)
• Delivery of various pre-sales activities for one or more customers (with support of SDP BU/Product Units and account teams) - including responding to customer requests for information, developing & planning conceptual solution presentations, demonstrations and technical / product guidance in meetings etc
• Provide documentation (technical design ,scope of work etc..) with support of SDP domain/BU teams.
• Ensure that Sales is supported in the bidding process From Product Management point view for different product related activites e.g feature development/Request etc
• Defines Complex technical solution with the help of BU. Responsible for understanding business and technical problems addressed by the products including key regulations, business drivers, evolving business needs etc
• Preparation of complex techno-commercial offer for the customers.
• Attendance at conferences, working with SMEs from BL and research to stay on top of changes in business issues/requirements/regulations/Technology and understand where the market is going
• Provide Pricing guidance for SDP Portfolio.

Qualifications

• Interpret customer requirements and solution 
• Advanced communication skills (verbal and written), including influencing those not under their direct control.
• Communicate at different levels within Customer organization, include “C” and C-1 level executives
• Experience in SDP (SBC, MRF, NGIN, DRA, AAA, Rapport, Messaging, Vital QIP) solution domain.
• Strong business acumen and analytical skills, including identifying improvement opportunities, developing business cases, analyzing investment opportunities.
• Financial management knowledge and commercial acumen.

Qualifications and Experience:

•  Bachelor’s degree in Telecom/Electronics/Electrical/Comp.Science Engineering.
• 10-15 years of Experience in Telecom and IT industry (minimum 8 years in Telecom is required)

Competencies:

• Coordination and Relationship management skills
• Self committed, results focused
• Negotiation Skills.
• Ability to understand network issues/requirements
• Commercial acumen & Financial analysis
• Power point presentation, excel and modeling skills