Head of Optical Technical Sales

• Represent the Optical business in the NAM Market as part of the NAM Market Leadership team


• Provide technical consulting and evaluate new strategic business opportunities, develop and enter new FN markets, and support product launches in conjunction with the Sales and Segment Leads


• Create and execute competitive attack plans


• Capture market and competitive feature requirements and push them into the Fixed Networks business division to influence roadmaps


• Stay current on evolving technology evolution and engage with Optical R&D to evaluate applications in portfolio and NAM market


• Regular business and roadmap reviews with Optical BU to insure alignment across portfolio and market dynamics


• Steer and approve the technical solutions adopted in customer offers in alignment with Sales teams


• Work in tandem with the Sales Leaders and Account managers to set the overall sales strategy and tune the value proposition to the specific customer needs


• Meets Orders, Sales and Sales Margin targets using commercial acumen and competitive knowledge while positioning Nokia solutions with the customer


• Responsible for technical RFQ answers related to the products and solutions. Uses this information to actively define a mid to long term account strategy in full alignment with the sales team.


• Use customer relationships to proactively influence content of RFPs


• Present and discuss proposed solutions with the customer, both during the prospect phases and the negotiation phases. Provides pre-sales technical expertise and market knowledge to solve customer business issues.


• Act as a trusted advisor to the customer and as a bridge between Nokia groups and stakeholders (account managers, consulting engineers, sales engineers, commercial management, etc.) to drive the opportunity from initial lead to successful award.

Requirements

• Minimum of BA/BS degree or equivalent practical experience in the Telecommunications field. MS is preferred.


• 15 years+ experience in Pre-sales, Sales or Business Development role in Telecom, Service Provider, Data Center, or Enterprise SW firms


• Deep knowledge of the Optical networks market and competitive environment, both technically and commercially.


• Travel:


• Up to 50% travel within North America is expected

Core Competencies

Demonstrates extensive expertise in Optical Networks and Telecommunications, with a strong focus on pre-sales technical consulting, competitive analysis, and strategic business development. Proven ability to align technical solutions with customer needs and drive successful sales strategies in the NAM market.

Highest-signal resume keywords

• Optical Networks Expertise


• Pre-Sales Technical Consulting


• Business Development in Telecom


• Competitive Analysis


• Sales Strategy Alignment

ATS Optimization Keywords

Hard Skills

• Technical Consulting


• Market Evaluation


• Competitive Attack Plans


• RFQ Responses


• Sales Margin Optimization


• Account Strategy Development


• Product Launch Support


• Feature Requirement Capture


• Customer Relationship Management


• Negotiation Skills

Soft Skills

• Trusted Advisor


• Collaboration


• Communication


• Influencing SkillsI
  
• Commercial Acumen

Certifications & Qualifications

• BA/BS Degree


• MS Preferred

Industry Keywords

• Telecommunications


• Service Provider


• Data Center


• Enterprise Software


• Optical Business


• NAM Market


• Sales Targets


• Market Dynamics


• RFP Management


• Stakeholder Engagement