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Head of Solutions

2 weeks ago

Jakarta, Indonesia NOKIA Full time

At Nokia we create the technology to connect the world. We have more than 150 years history of pioneering meaningful services that improve human lives. Developing and delivering a portfolio of network equipment, software, services and licensing that is available globally. Through our research teams, including the world-renowned Nokia Bell Labs, Nokia is leading the world to adopt 5G networks that are faster, more secure and capable of revolutionizing lives, economies and societies. Nokia adheres to the highest ethical business standards as we create technology with social purpose, quality and integrity. A truly global company, we are 160 nationalities working in more than 100 countries. As of 2019, Nokia revenue was $23.3Bn.

Mobile Networks includes mobile network products, network deployment, technical support services, network design and optimization and related network management. This business group will offer the full portfolio for customers wanting to buy mobile access networks. It’s an exciting time to join Mobile Networks, a €10bn revenue business as we steer forward on a mission to lead in technologies such as 5G, ORAN and vRAN.

**Main Responsibility Areas**:
Within Asia Pacific Japan Regional Business Center Sales and Business Management Unit Indonesia, we are looking for a leader who will responsible for solutions across a designated territory (Customer and/or Country/region).

Main Responsibilities in summary:

- Act as Customer Solution Owner, owning the end to end Mobile Networks Solution design (Product, Services, Architecture) for the nominated territory
- Pro-Actively Identify customer pain points (present and future), develop and propose solutions to address them.
- Coordinate Technical solution working with all concerned stakeholders to meet customer and business needs, ensure Overall Solutioning quality
- Support BG Sales Programs for upsell & cross-sell for optimum solution mix

Details:

- As part of qualification process (prior to G3), responsible for high level solution design (should push for no go if there is no suitable solution)
- Work closely with Account Manager and Pricing Manager to define the most optimal solution
- Coordinate (accountable for) the timely production of technical solution and contract deliverables with clear description of assumptions: Products / Services / third parties configurations and technical contract annexes, with Central Presales and CX Sales Support (GSS)
- Coordinate (accountable for) the identification of technical risks (e.g. product/features roadmap availability) and propose mitigation plans with RBC Technology and Central Presales
- Ensure Solution Quality with Solution sign-off (SSO) and Optimized Tendering sign-off (OT)
- Support customer presentation regarding technical solution and related value proposition
- Gather Solution descriptions, and BG commitments (including pre-C3) from G4 to G6.
- Coordinate PTA (technical) with Delivery Manager, and support the PEO Tricorn role to hand-over Technical Solution & Architecture, and all technical collateral to the relevant people in delivery organization
- Ensure optimized allocation of solutioning resources to the Market Unit, in close collaboration with Head of Central Presales & SBMU Head
- Can delegate Lead Solution Manager role to a Solution Manager assigned to the SBMU
- Lead proactive engagement with the customer with a focus on network evolution, network performance, SW introduction and optimization on Total Cost of Ownership (TCO)

In multi-BG cases, Head of Solutioning is the Lead Solution Manager, and is responsible for:

- Identify the Lead BG, as well as all Supporting BGs from the Solution scope, value and complexity
- Aligning on the solution strategy with Supporting BG Solution managers, ensuring all inputs are taken into account
- Deciding on cross BG technical solution and delivering all technical opportunity collateral, clearly identifying any disconnects or open issues
- Clearly communicating the most current solution guidelines to all BGs
- Acting as CSO Tricorn Role

Qualitative deliverables / KPIs:

- Pro-Active identify and develop solutions for customer pain points (present and future)
- Opportunity (pre-G3) High level solution design
- Identify Lead-BG and supporting BGs
- Documented and up-to-date Solution description/architecture and assumptions
- Input the consolidated solution alignment status and technical risk assessment to L2D process, as well as Solution Sign-off
- Customer solution presentations (value proposition)

Quantitative deliverables / KPIs:

- Regional P&L down to Sales Margin incl. Upsell
- Net Working Capital (Normalized PARD, Receivables, Inventory)
- Operational leading KPIs:

- Sales Funnel and L2D approved sales
- L2D Sales Margin adherence
- Customer Perceived Value Index
- Order Intake

Position Requirements
- Proven record of making solid commitments and delivering
- Proven C-level presentation and interaction skills (internally, customers,