Job Description

Come create the technology that helps the world act together

Nokia is committed to innovation and technology leadership across mobile, fixed and cloud networks. Your career here will have a positive impact on people’s lives and will help us build the capabilities needed for a more productive, sustainable, and inclusive world.

We challenge ourselves to create an inclusive way of working where we are open to new ideas, empowered to take risks and fearless to bring our authentic selves to work.

The team you'll be part of

The Customer Experience organization provides a common interface to customers including account and relationship management, acting as the voice of the customer internally and creating demand across our business groups. While bringing a deep understanding of local markets for our customers, the CX organization ensures strong alignment between sales and delivery teams.

Our Enterprise Saels team addresses mission and business critical networking requirements for asset-intensive industries. We build hyperscale cloud and private networks for our customers, and serve private enterprises in the webscale, transportation, energy, manufacturing and logistics industries as well as public sector governments and cities. Nokia's enterprise portfolio supports our Future X for Industries network architecture combining secure high-performance, ubiquitous access and intelligent IP/optical networks with agile multi-cloud-enabled solutions, analytics-driven digital value platforms and business applications to help drive and support industrial automation.

This Business Development Manager position requires an individual who is highly experienced in the mining industry, with excellent relationships to senior executive levels of mining customers in Indonesia.

He/she will be responsible for selling Nokia’s technologies, such as private wireless networks (LTE/5G), IP/Optics, and services toward customers in the Mining sector in Indonesia, and must be able to successfully win business in a highly complex and competitive market segment while achieving year over year growth.

What you will learn and contribute to

As part of our team, you will:

Be responsible for Strategic and Key Account planning:

• Development and update of the overall business development strategy with listed Partners
• Closely align the strategy incl. country and segment priorities, business status and target with Nokia Enterprise Country Head and Partner Sales Lead
• Define and agree jointly on sellable solutions and joint value proposition
• Create and drive Transformational deals
• Joint definition of business initiatives and sales push programs
• Establish strong consultant-like relationships with Executives in both their business and technical organizations
• Define associated marketing activities, input to Joint Marketing Plan, alignment with Field Marketing
• Lead industry presentations and events
• Annual planning (bottom-up, interlock)

Deliver Order Intake and sales revenues:

• Sales initiatives per country, growth plan, a priority focus
• Business Development activities based on jointly agreeing on Attack plan with Partner (per segment, solutions…)
• Assist Partner in closing business via joint selling activities: bring-in Nokia direct touch support, vertical segment teams and BU representatives and support teams when relevant
• Align/facilitate GTM strategy with Partner and Nokia Direct Touch per opportunity (segment-specific, product/solution specific)
• Provide/organize presales support
• Support closure of partner contracts, reseller contracts/bids
• Facilitate compliance topics and partner contract discussion
• Run internally and externally pipeline and forecast reviews, competitive analysis and win-loss reviews, business scorecard

Be responsible for governance & cross-function activities:

• Contribute to in-country GTM strategy and help position the Partner in the overall country Partner coverage map
• Build regular communication across the organization to develop internal awareness and share lessons learned
• Report internal pipeline and forecast reviews (to NE CT Heads), competitive analysis and win-loss reviews, business scorecard, dashboard and KPI tracking
• Implement executive sponsoring and executive reviews

Your skills and experience

You have:

• BA or Master degree or equivalent combination of training and experience
• 10+ years of directly related sales and channel experience with Proven track record of success in the mining sector in Indonesia
• Strong sales management skills including thorough knowledge of the sales process and strategic techniques to achieve objectives
• Knowledge of Enterprise networks and applications, Telecommunication networks
• Existing personal network covering Government and Enterprise end users, regulatory and planning bodies, service providers, system integrators/VARs and local industry groups.
• Proven ability to successfully negotiate contracts and annual business plan
• Strong leadership, influencing, facilitation skills, coupled with sound judgment; Highly organized with strong focus on follow through and results
• Ability to operate Microsoft applications such as Outlook, PowerPoint, Word and Excel
• Openness to travel
• Must be extremely articulate with strong presentation skills, comfortable presenting in front of senior level customer audiences.
• Possess executive presence and strong interpersonal skills to establish key relationships with all decision makers.
• Be able to think outside the box to overcome political or technical objections. Ability to meet and exceed sales revenue targets on a recurring basis.

It would be nice if you also had:

• Strong enterprise sales, business development or consultative selling background for IT or telecommunication solutions into oil & gas and mining.
• Ability to anticipate and identify vertical business needs and use cases, develop recommendations and solution proposals, and provide excellent ongoing relationship management with customers at all levels.
• Innovative, highly motivated, and flexible sales mindset, paired with excellent external and internal communication skills, and the ability to work in a matrix across multiple organizations.
• Strong solution selling skills and the ability to generate revenue by developing new profitable business opportunities and demonstrate success at executive levels.
• Good understanding of private wireless solutions and 4G/5G technologies.

What we offer

Nokia offers flexible and hybrid working schemes, continuous learning opportunities, well-being programs to support you mentally and physically, opportunities to join and get supported by employee resource groups, mentoring programs and highly diverse teams with an inclusive culture where people thrive and are empowered.

Nokia is committed to inclusion and is an equal opportunity employer

Nokia has received the following recognitions for its commitment to inclusion & equality:

• One of the World’s Most Ethical Companies by Ethisphere
• Gender-Equality Index by Bloomberg
• Workplace Pride Global Benchmark
• LGBT+ equality & best place to work by HRC Foundation

At Nokia, we act inclusively and respect the uniqueness of people.

Nokia’s employment decisions are made regardless of race, color, national or ethnic origin, religion, gender, sexual orientation, gender identity or expression, age, marital status, disability, protected veteran status or other characteristics protected by law.
We are committed to a culture of inclusion built upon our core value of respect.

Join us and be part of a company where you will feel included and empowered to succeed.