Senior Business Development 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-CSP (RMC) comprises the creation and development of profitable relations with customers (incl. multi-geographic customer businesses) or new businesses through direct customer interface for a profiled customer base by implementing a strategy for a specified customer account, products, services, or solutions. Contains management of customer interactions and driving of sales for Nokia's offering. Covers creation of sales channels to grow new businesses in completely new prospects / markets and / or existing accounts targeting new revenue streams. Contains conduction of end-to-end business management (sales and delivery) for all customers and opportunities within the responsible scope.

Qualifications

Summary of skills

• Established relationship with major CSPs (Communications Service Providers) in Brazil including CxO level.
• Recognized thought leadership to articulate Nokia’s value proposition at all levels of the customer.
• Ability to align customer needs with Nokia’s strategy to achieve the Sales and Business objectives.
• Experience leading virtual teams to coordinate the end-to-end business flow, from opportunity developing, negotiation, closure, delivery, with positive impact on customer satisfaction.
• Deep understanding of the telecommunication market and CSPs (Communications Service Providers) business (knowledge of Mobile Networks business and RAN technology is a plus).
• 12+ years of relevant experience and a graduate/postgraduate degree.
• Fluent in Portuguese and English (Spanish is desirable).

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 organization resources. Authorized 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. Authorized 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. Recognized thought leader. Typically requires 10-12 years extensive relevant experience and a postgraduate degree.

Responsibilities

• Accountable for a large CSP (Communication Service Provider) customer with focus on Mobile Networks portfolio.
• Identifies and develops strategic business opportunities by anticipating and interpreting market / technology / business trends 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-depth organizational 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 organizational 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 (e.g. 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 organization-wide leverage.
• Leads cross-functional business team in a defined scope (account, portfolio, geography, etc) with significant resource requirements, risk and complexity.