Nokia
Director of Canadian Partner Sales
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Job Description
- Req#: 18904
- Experienced in dealing with Service Providers, Partners as well as go-to-market programs associated with each route to market
- Technology experience with technologies like Optical Transport, IP Routing, Security, Fiber Optics and Data Center
- Market knowledge of the Canadian CSP, Enterprise and Public Sector space
- Leadership experience leading as senior leader in matrix organizations.
- Ability to develop long-term strategic plans at a market level
- Minimum 7-10 year’s experience in relevant / related market segment technologies; ideally with people management experience
This senior role leads the Canadian Market (Partner Led) sales strategy, reporting to the President of Sales alongside Heads of Sales for market verticals. The position oversees the entire Network Infrastructure portfolio, focusing on indirect sales through partners while maintaining customer intimacy across multiple verticals (CSP, Enterprise and Public Sector). Compensation follows Nokia's Sales Incentive Plan.
The Canada Partner Leader manages all indirect sales relationships within the Canadian market, from large partners and VARs to GSIs, distributors, and service providers. Responsibilities include managing partner relationships, implementing partner programs, engaging in strategic deals, and driving sales across all Network Infrastructure portfolios. This role requires working with both Canadian and multinational partners to execute market strategy, create new customer acquisitions, and expand into new vertical segments.
Qualifications
Responsibilities
• Accountable for partner-led sales performance for NOKIA's Network Infrastructure portfolio (i.e. Optical Networks, IP, Fiber networks, CPE) in the Canadian market
• Creates sales strategy specific to the portfolio in the Canadian market, in cooperation with regional business leaders (ie. Business Center/ Segment leaders and Canadian sales leaders), and you would have responsibility for the execution of the plan along with the vertical sales leaders within the Canada Market
• Identify and exploit market and technology trends to strongly position specific portfolio and to create business impact.
• Drives customer diversification initiatives to create new opportunities.
• Identifies new business opportunities for additional products and services, leveraging existing customer relationships and mobilizing resources in own and other teams (EG, in Market Head of Sales (HoS) and Business Center/Segment leaders).
• Analyzes and evaluates business cases for associated new growth portfolios, by using internal and external business knowledge (market, competition, etc) to help sustain competitive advantage.
• Represents sales unit (EG CO) in respective product business groups, and influences strategic decisions which are critical to the performance of sales function.
• Solves highly complex or novel problems based on sophisticated analytical thought and complex judgment.
• Acts as a senior subject-matter expert, typically at a global or regional level the most senior internal expert who serves as best practice / quality resource. In this example, as the Canadian Market Partner lead for NI with global Partner leaders and/or regional partner leads elsewhere globally within NOKIA
• Often leads specialized / dedicated account managers in the specific portfolio to achieve business targets.
About the company
Nokia’s transition to a primary focus on telecommunications began in the 1990s. The first GSM call was made in 1991 using Nokia equipment. Rapid success in the mobile phone sector allowed Nokia to become by 1998, the best-selling mobile phone brand in the world. In 2003 Nokia introduced the first camera phone. In 2011, to address increasing competition from iOS and Android operating systems, Nokia entered into a strategic partnership with Microsoft. In 2014 Nokia sold its mobile and devices division to Microsoft. The creation of Nokia Networks, following the buy-out of joint-venture partner Siemens in 2013, laid the foundation for Nokia’s transformation into primarily a network hardware and software provider. The 2015 acquisition of Franco-American telecommunications equipment provider Alcatel-Lucent greatly broadened the scope of Nokia’s portfolio and customer base. Additional acquisitions have positioned Nokia to be an industry leader in the transition to 5G wireless technology by offering the only end-to-end 5G network portfolio available on a global basis. In 2016 the Nokia brand re-entered the mobile handset market through a licensing agreement with HMD Global, allowing them to offer phones under the Nokia brand.