Leads technical and solution activities throughout the managed services sales cycle. Engages customers to understand requirements, designs and validates tailored telecom solutions, develops proposals and demonstrations, communicates business value and ROI, supports costing and pricing, advises sales teams, and transitions won deals to delivery. Requires extensive telecom managed services and presales experience, strong customer relationship skills, and expertise in Nokia’s portfolio and industry trends.
A Managed Services Pre-Sales Engagement Lead is responsible for driving the technical and solution aspects of the sales cycle for managed services offerings, acting as a bridge between sales, customers, and delivery teams.
This role primarily focuses on customer engagement, requiring in-depth discussions to understand client needs and build strong relationships with key stakeholders. It involves collaborating with technical teams to design, validate, and present tailored managed services solutions, articulating their value proposition and technical details through compelling proposals and demonstrations.
Additionally, the position is responsible for clearly communicating the business value and ROI of Nokia's offerings, supporting costing and pricing, and maintaining expert knowledge of industry trends and Nokia's portfolio. It also provides crucial technical support to the sales team throughout the sales cycle and ensures a smooth handover of won deals to service delivery.
Responsibilities- Customer Engagement and Needs Analysis:
- Discovery: Conduct in-depth discussions with prospective clients to understand their business challenges, Telco & Security landscape, and specific managed services requirements.
- Relationship Building: Establish and maintain strong relationships with key customer stakeholders, including Telco & Security and business leaders.
- Solution Design and Architecture:
- Solution Crafting: Collaborate with technical architects, service delivery teams, and product managers to design tailored managed services solutions that address customer needs and align with Nokia's capabilities.
- Technical Validation: Ensure proposed solutions are technically sound, feasible, and deliverable, considering scalability, security, and performance.
- Proposal Development and Presentation:
- Content Contribution: Contribute to the development of compelling proposals, Statements of Work (SOWs), and other sales documentation, articulating the value proposition and technical details of the managed services offering.
- Presentations & Demos: Deliver engaging and persuasive presentations, demonstrations, and workshops to customers, showcasing the benefits and features of Nokia's managed services.
- Commercial and Value Articulation:
- Value Proposition: Clearly articulate the business value, ROI, and competitive advantages of Nokia's managed services to customers.
- Costing Support: Work with sales and finance teams to support the costing and pricing of managed services solutions, ensuring competitiveness and profitability.
- Market and Product Knowledge:
- Industry Expertise: Stay abreast of industry trends, competitive offerings, and emerging technologies in the managed services domain.
- Portfolio Understanding: Maintain a deep understanding of Nokia's managed services portfolio and how it can address various customer segments and needs.
- Internal Collaboration and Handover:
- Sales Support: Provide technical and solution expertise to the sales team throughout the sales cycle.
- Delivery Transition: Facilitate a smooth transition of won deals to the service delivery and project management teams, ensuring all solution details and customer expectations are clearly communicated.
- Telecom network Managed Services and presales experience (15-20+ years)
- The job requires working with customers to understand their requirements, proactively engage with customer to generate leads for MS portfolio, improve pipeline, work with solution team to get right solution to meet the requirements
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