Head of Sales

The Head of Sales drives the business from a global sales unit and builds a robust funnel for the respective business portfolio through markets or market units. Drives programs leveraging the strength of extensive customer presence and pre- and post-sales regional business centres for cross-selling and upselling. Represents the sales unit in respective business group leadership team, key governance, and commercial forums and drives the co-operation between sales unit and business groups.

• Accountable for sales performance of the full NI portfolio across a portion of the Western United States.
• Creates a "hunting" and winning sales culture, that understands, anticipates and articulates customer needs.
• Identifies and exploits market and technology trends to strongly position specific portfolio and to create business impact.
• Identifies new business opportunities for additional products and services, leveraging existing customer relationships and leveraging resources in own and other Nokia teams. 
• Develop and maintain close relationships within customer's planning, engineering, operations, and marketing teams to anticipate customer needs, identify strategic projects and proactively position Nokia for those opportunities.
• Recruits, motivates and leads a team of salespeople responsible for executing the account strategy for assigned products/solutions.

• Regularly updates team forecast within CRM tools to capture near term and longer-term opportunities.  Leverages forecast to work with supply chain to predict key equipment needs in the coming quarters.
 

You have:

• At least seven years of sales experience in a B2B environment within the telecommunications or high-tech industries. Selling to service providers is a plus.
• At least three years of sales leadership experience running a broad team of sales/sales engineering resources and driving/motivating team toward aggressive pursuit of net-new business
• Broad knowledge of the telecom industry and competitor trends
• Proficient business acumen in planning and organizing, information integration, decision-making and ability to achieve results while focusing on customer requirements and business success.
• Demonstrate mastery in team building and conflict management. 
• Demonstrate proficiency in navigating internal processes and systems and supporting roles. Proficiency in CRM tools (CRM / Salesforces.com) for pipeline / funnel management and MS tools (Excel, PowerPoint and Word) 
• Enthusiasm in keeping current on technological and market trends as well as competitive intelligence.
• Proven strategic thinking is required to leverage technical, marketing, end-user, and industry information to enable Nokia’s and customer’s success. 
• Ability to identify and engage with all key stakeholders.
• Ability to lead cross-functional teams effectively.
• Ability to excel in a complex selling environment driving consistent strategy across multiple customer sets.  

It would be nice if you also had:

• Knowledge of Nokia NI portfolio, particularly in Broadband, IP networking and optical transport.
• Bachelor’s degree in engineering, Business or Marketing or equivalent experience.  Masters preferred.

Travel: up to 50%