Head of Optical Technical Sales, NAM

Responsibilities

• Represent the Optical business in the NAM Market as part of the NAM Market Leadership team
• Provide technical consulting and evaluate new strategic business opportunities, develop and enter new FN markets, and support product launches in conjunction with the Sales and Segment Leads
• Create and execute competitive attack plans
• Capture market and competitive feature requirements and push them into the Fixed Networks business division to influence roadmaps
• Stay current on evolving technology evolution and engage with Optical R&D to evaluate applications in portfolio and NAM market
• Steer and approve the technical solutions adopted in customer offers in alignment with Sales teams
• Work in tandem with the Sales Leaders and Account managers to set the overall sales strategy and tune the value proposition to the specific customer needs
• Mets Orders, Sales and Sales Margin targets using commercial acumen and competitive knowledge while positioning Nokia solutions with the customer
• Uses this information to actively define a mid to long term account strategy in full alignment with the sales team
• Use customer relationships to proactively influence content of RFPs
• Presents and discusses proposed solutions with the customer, both during the prospect phases and the negotiation phases
• Provides pre-sales technical expertise and market knowledge to solve customer business issues
• Acts as a trusted advisor to the customer and as a bridge between Nokia groups and stakeholders (account managers, consulting engineers, sales engineers, commercial management, etc.) to drive the opportunity from initial lead to successful award

Requirements

• Minimum of BA/BS degree or equivalent practical experience in the Telecommunications field
• MS is preferred
• 15 years+ experience in Pre-sales, Sales or Business Development role in Telecom, Service Provider, Data Center, or Enterprise SW firms
• Deep knowledge of the Optical networks market and competitive environment, both technically and commercially