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Head of Solutions

2 weeks ago

กรงเทพมหานคร, Thailand Nokia Full time

Come create the technology that helps the world act together

Nokia is committed to innovation and technology leadership across mobile, fixed and cloud networks. Your career here will have a positive impact on people’s lives and will help us build the capabilities needed for a more productive, sustainable, and inclusive world.

We challenge ourselves to create an inclusive way of working where we are open to new ideas, empowered to take risks and fearless to bring our authentic selves to work.

The team you’ll be part of

Our Business Group is a leader in wireless mobility networks and associated services. With more than 3.500 patent families essential for 5G we have a strong 5G portfolio and are a front runner in open and virtualized radio access networks (O-RAN and vRAN).

Within Asia Pacific Japan Regional Business Center Market Unit South East Asia Thailand and Vietnam, we are looking for a leader who will responsible for solutions in Mobile Network Business in Thailand.

What you will learn and contribute to

As part of our team, you will:

- 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

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 LOA 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)
- Cash-In
- Operational leading KPIs:

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

Your skills and experience

You have:

- Proven record of making solid commitments and delivering
- Proven C-level presentation and interaction skills (internally, customers, partners)
- Ability to manage complexity, uncertainty and ambiguity; High situational adaptability
- Strong influencing and negotiation skills
- Ability to trust, open collaboration and continuous improvement within own unit and across organizations.

**Requirements**:

- Strong Market Unit/ GCBT solutioning experience
- Experience in Presales, Sales, Business development
- Proven ability to deal with fast evolving, complex and demanding customers’ requirements
- Solid knowledge of Mobile Access product and Services Po