Sales Development & Solutioning (SDS) comprises the provision of pre-sales support / expertise to sales team in their sales efforts. Covers a specialised knowledge of technical products, services, or solutions in a single or suite of offerings. Contains delivery of in-depth presentations and demonstrations to clients and sales representatives as well as the identification of new businesses focusing on future technologies and the setting of strategies to develop new business opportunities. Comprises driving of Nokia's solutions across business groups as well as positioning and selling of Nokia's solutions to customers in coordination with sales and / or presales teams through a consultative selling approach. Covers engagement with external clients in defining and formulating their business strategies. Comprises understanding of customer's business model and long term investment planning in order to provide customised support. The Solution Selling Specialist provides specialised expertise to support the sales team ahead of the actual sales to drive sales of an optimum solution mix to customers. Works with customers and development teams to create the best fit offering. Contributes to / defines the technical strategy towards the designated customer(s), optimally adapts towards their vision, requirements, and needs in close collaboration with the respective customer teams and market solution team / head. Makes technical presentations to customers focusing on Nokia's value proposition to customer during prospect and negotiation phases.
Job Key Tasks & Responsibilities
Evaluates and develops business opportunities in collaboration with Sales team / Account Manager, typically at regional or sub-regional level.
Supports sales opportunities through broad technical / system level expertise and internal / external business understanding.
Acts as a subject matter expert and engages customers, presents viable technical solutions, and articulates their value to the customers.
Contributes to the creation of customer network evolution plans, and competitively positions our technology strategy, solutions and products to address customer needs.
Identifies short and longer-term solutions to address customer needs.
Provides expertise on solution architectures in the early phase of opportunity development typically on regional / country level.
Addresses complex technical risks (EG solution roadmap availability) with mitigation plans and solutions which generate solid business impact.
Contributes to the LoA process from technical perspective.
Interprets internal and external business challenges and recommends best practices to improve products, processes and services.
Has in-depth organisational and relevant market knowledge and uses understanding on how relevant areas can be integrated to achieve objectives.
Actively supports the bid team during offer development phases (EG solution description, Scope of Work (SoW), Bill of Quantity (BoQ), Statement of Compliance (SoC)), and often lead workteams and taskforce activities.