Sales Engineer

Family Description

Pre‑Sales (PS) Job Family works closely with sales team to work out offers for products, services, and solutions. Covers the identification of new business opportunities and draws on technical expertise. Jobs in this Job Family can influence and impact customer's buying decision and are accountable for achieving sales results. They work with external clients to understand their specific business needs and provide customised support.

PS also contains the presentation and discussion of possible products, services, and solutions with internal (multi‑product) and external customers.

Note:

population would be under the sales incentive plan.

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.

• 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 (e.g. 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 (e.g. solution description, Scope of Work (SoW), Bill of Quantity (BoQ), Statement of Compliance (SoC)), and often lead workteams and taskforce activities.

Impact is short‑term through individual and team contributions. Scope is primarily within own subject area in a function/unit. Actions and errors impact on program, project or function. Provides measurable input into new products, processes, standards or operational plans in support of the organisation's business strategies, with some impact on business unit/function overall results.

Individual Contributor:
Operates autonomously in own subject area. Can analyze, develop and implement concepts and solutions as a subject matter expert. Increased awareness of and involvement outside of own subject area. Distills big picture. Makes decisions about and prioritises own work. Managerial/Supervisory:
Clear managerial responsibilities for people. Typically first level of solid line management. Interprets policies. Ensures existing plans are put into operation. Executes and/or oversees processes to meet customer needs. Responsible for analysis, design & development of policies, plans, programmes.

Carries out specialised…