Head of Sales

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.

• 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 / ) 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.

• 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%.