Head of Commercial Operations

at  Nokia

We are now looking for a Head of Commercial Operations to accelerate the growth of our Real-time eXtended Reality Multimedia business. As we are ramping up the business, we are establishing a new role to lead our Sales and Business Development activities. The goal of the role is to build further our go-to-market capacity and enhance our sales processes both directly and through channel partners. In addition, this role is essential in building systematic collaboration with Nokia’s sales teams in Mobile Networks, Cloud and Network Services and Network Infrastructure. You will also engage with existing and new channel partners to further scale RXRM sales globally.
As part of the Nokia innovation framework, we are establishing new ventures to transform innovative ideas into commercialized businesses. One of the most developed ventures is building new solutions for both enterprise customers and CSPs for situational awareness, leveraging the latest video and audio innovations. Nokia Real-time eXtended Reality Multimedia (RXRM) is a breakthrough solution to improve enterprise productivity, enhance employee safety and well-being and enhance efficiency.

As part of our team, you will:

• Establish a prioritized sales strategy that ensures focus on the right industry verticals, prioritizes key accounts and establishes geographical priorities
• Create a sales channel approach, leveraging both IT players as well as Communications Service Providers (CSPs) through leveraging Nokia’s existing channel partners yet building new ones where it is justified
• Together with Product Management, craft the RXRM offering to become further standardized, easily configurable and simple to sell by Nokia and external sales teams
• Build programs to include RXRM as an integral part of Nokia’s other Business Groups´ sales engagement, including IT supportand sales incentives
• Drive sales within selected key customers, with focus on global, complex accounts across industries and the public sector, including multinational organizations. The scope will consist of both Global Service Providers, Global F500 Enterprise customers and globally leading public institutions. The goal is to establish senior relationships, concretize business opportunities and create concrete proposals for executable projects. 1/3 of your personal achievement targets would be linked to your personal sales goals.
• Establish global scale reseller / go-to-market partnerships for effective joint sales with world leading IT companies to build business within the industrial video domain. As part of this, you would also work with globally leading security & CCTV vendors to build new business and shape the industrial video industry. You would spend 1/3 of your time in this domain.
• As a line manager, steer a 5-person team and 10+ indirect contributors across functions internally. You are a championing coach – not a line manager only – for a group of senior sales and customer delivery professionals, who all have a strong track record. As a part of this, you’d be expected to be able to provide guidance to a broad set of delivery professionals globally, internal and external, so that our customer deliveries will be executed with an uncompromised quality, yet with a clear view of the economics of each major project delivery. The expected time allocation for this area of your responsibilities would be 1/3 of your time.

You have:

• 10+ years of experience in high-tech, ideally in a B2B SaaS and/or IoT business
• 10+ years of experience in B2B sales
• 5+ year experience in B2B sales channel management
• 5+ years of experience in serving industrial enterprise customers
• 5+ years of experience in leveraging digital tools to drive sales efficiency - experience in Salesforce Sales Cloud is a major advantage
• Experience in building long-term customer relationships and creating upsell opportunities using a proactive, customer-centric approach
• Strong networking and communication skills and fluency in English
• Solid track record of achievement with measurable success in a top tier company and delivered quantifiable business impact and quickly assumed responsibilities

• Excellent interpersonal and influencing skills, with a strong analytical foundation to manipulate and synthesize dataYou are naturally curious, impact-driven, and a motivated self-starter with a passionate growth mentality

It would be nice if you also had:

• Hands on experience in SaaS business management and deep understanding of SaaS KPIs
• Fluent language skills in Swedish, German, French or Spanish

• Experience in the telecommunications sectorTeam player mindset and self-guided and goal-oriented personality with strong cooperation skills with different internal and external teams

• Additionally, you share our values that build our company culture . If you see that you’re a match for this position, please apply by 5 September 2024. We’d be happy to receive your application.
  Please note that this role requires presence at the Espoo office, and we are not offering international relocation option for this position.

Please refer the Job description for details