SaaS Business Development Director NAM

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

Cloud and Network Services (CNS)

As Nokia's growth engine, we create value for communication service providers and enterprise customers by leading the transition to cloud-native software and as-a-service delivery models. Our inclusive team of dreamers, doers and disruptors push the limits from impossible to possible.

Imagine what you could do at the SaaS Sales Lead in Global Business Centre (GBC), the go to market and disruptor engine for Nokia CNS business group. Your mandate is to challenge the status quo of our CSP customers in technology adoption from on premise to Software as a Service consumption that will enable CSP to focus on their key strengths to be successful in running their business, instead of technology adoption and complexity.

The Global Business Center (GBC) is a collaborative organization with creative and smart people powered by ground-breaking technologies. Nothing stopping ISG from continuous innovations on creating go to market for both CSP and GBC. Bring passion and dedication to your job and there's no telling what you could accomplish.

What you will learn and contribute to

SaaS Business Development Lead will drive key SaaS sales and GTM initiatives in his/her market and collaborate internally with cross function teamsn to execute all aspects of GTM - from identifying CSP/market demand, portfolio prioritization, engagement assets, customers engagement, pipeline generation to sales closure. Together with your global SaaS peers, you will engage multiple teams such as Product Line Management, Business Operation, Customer Success, Market Leaders, etc. to execute and deliver business outcomes.

As part of our team, you will:

• Drive Core SaaS GTM strategy and execution
• Collaborate with SaaS BO PLM, Core PLM, and GBC Core Pre-sales Leader to define overall GTM strategy and plan
• Engage early adopters in partnership with account teams
• Collaborate with GBC enablement team to develop and to execute on Core SaaS selling motion
• Drive pipeline growth to closure in partnership with GBC MU CBT leaders and their field teams
• Collaborate with SaaS BO team on
  • Business case formulation
  • Relevant use cases creation
  • subscription-based and consumption-based pricing models
  • Target segments/accounts
  • ROI/TCO tools creation
• Definition of internal and external SaaS messaging
  • Definition of, and roadmaps for, SaaS offers
  • Identification, coordination, enablement of channel and technology partners
• Evangelize SaaS with internal and external stakeholders.
• In partnership with marketing team to execute demand generation campaign.
• Advise executive management on business growth, with focus on OI/Sales for current financial year and beyond.
• Understanding and ability to predict the market trends with respect to SaaS and help define strategy to a leadership position in the marketplace.
• Identify and manage regulatory, data sovereignty, privacy, and security compliances for SaaS solutions.
• Lead cross-organization initiatives.
• Ability to model pro forma financial projections for market offerings.
• Ability to influence customers, channel & technology partners, analysts.
• Ability to mentor and enable account managers, domain pre-sales, particularly regarding SaaS business and best practices.

Your skills and experience

You must have:

• Software-as-a-Service business development and sales expertise. Must have recently held senior sales role for SaaS services.
• Telecommunications expertise. Must have recently held senior sales role in the Core Network of Telecommunications:
  • Experience with 3G, 4G, 5G required.
  • Experience with network disaggregation (software from hardware, decomposed service-based architecture, NFV) required.
  • Experience with RAN and transport networks a plus.
  • Vision for how core communications networks transform to SaaS expected.
• Recognized seniority and experience, operating at an executive level within and outside of the company.
• Recognized seniority and experience coaching account/sales/pre-sales teams.
• Exceptional finesse in handling human interactions and conflicts.
• Exceptional organizational awareness.
• Exceptional communication, written and oral.
• Demonstrable technical depth, breadth, and capacity to learn quickly.
• Good understanding of XaaS best practices.
• Good understanding of leading IaaS/PaaS vendors and platforms.
• Good understanding of P&L, SaaS pricing strategies, revenue modeling, margin analysis, business case development
• Good understanding of the Order-to-Cash value chain.
• Experience with contracts, legal agreements, patents.
• Experience with contemporary, market-leading commercial SaaS software a plus.
• BS or MS degree or equivalent experience relevant to functional area. 15 or more years of technology sales/business development, software sales, or related experience.

What we offer

Nokia offers flexible and hybrid working schemes, continuous learning opportunities, well-being programs to support you mentally and physically, opportunities to join and get supported by employee resource groups, mentoring programs and highly diverse teams with an inclusive culture where people thrive and are empowered.

Nokia is committed to inclusion and is an equal opportunity employer

Nokia has received the following recognitions for its commitment to inclusion & equality:

• One of the World's Most Ethical Companies by Ethisphere
• Gender-Equality Index by Bloomberg
• Workplace Pride Global Benchmark
• LGBT+ equality & best place to work by HRC Foundation

At Nokia, we act inclusively and respect the uniqueness of people.

Nokia's employment decisions are made regardless of race, color, national or ethnic origin, religion, gender, sexual orientation, gender identity or expression, age, marital status, disability, protected veteran status or other characteristics protected by law. We are committed to a culture of inclusion built upon our core value of respect.

Join us and be part of a company where you will feel included and empowered to succeed.