Alcatel-Lucent Energy Global Account Manager - APAC in Singapore, Singapore


Nokia is a global leader in the technologies that connect people and things. With state-of-the-art software, hardware and services for any type of network, Nokia is uniquely positioned to help communication service providers, governments, and large enterprises deliver on the promise of 5G, the Cloud and the Internet of Things. Serving customers in over 100 countries, our research scientists and engineers continue to invent and accelerate new technologies that will increasingly transform the way people and things communicate and connect.

General Purpose:

Manage key Energy customers with local and global presence.

Main Responsibility Areas:

  • Define global sales strategy for identified key local and global energy accounts

  • Responsibility for the sale of Nokia products and services to identified Energy global accounts Globally.

  • Candidate will need to establish relationships with the groups responsible for transport, substation automation, security, Data Center, digital oil field, automation, and Cloud/Hosting solutions.

  • Manage a virtual global account team in multiple geographies mirroring the presence of the Energy account globally

  • Implements Nokia s product and solution strategies into the marketplace to generate revenue by focusing on stimulating and growing sales of Nokia products and services.

  • Anticipates and identifies business needs; develops recommendations and solutions.

  • Makes decisions based on strategic and long-term objectives and recognition of potential business impacts.

  • Presents proactive solutions and recommendations to management, customers and/or external audiences that include Mobile Networks, Optics, IP and SDN products and services that can benefit customer's needs.

  • Builds and retains account ownership for the customer. Builds relationships with customers as well as maintaining a network of partners to share information and obtain prospects

  • Manage the Market and Strategic account planning along with the global Segment planning

  • Develop relationship at all levels within the global account including CIO, CFO, Procurement, head of technologies and head of telecom strategy.

  • In cooperation with the Partner Sales organization and with Strategic Alliances, build the right Partner ecosystem for the account

  • Ensure proper sizing of the global account support globally

  • Position Description: *

Manage and grow Global and regional key Energy accounts headquartered in UK in the three areas: Utilities, oil & gas, and Mining.

Key Interfaces:

  • Global account at multiple levels:

o CxO

o Head of Security

o Procurement

o Head of Technologies

o Head of Telecom

o Head of compliance

  • Partners

  • Marketing

  • Local CO Head of Sales

  • Pre-sales and delivery teams in Business Groups

  • Strategy & Sales Ops

  • Finance & Control

  • Account managers calling on the global account in different locations


  • Position Requirements: *

  • Strong understanding of the unique requirements of a utility and retain the ability to articulate the value Nokia products bring to meeting those requirements.

  • Experience in contributing to the development of innovative solutions and ideas to drive incremental revenue.

  • Broad knowledge of telecom and data center industry including: IP, MPLS, Mobile, SDN and Optics and competitor trends.

  • Requires at least 7-10 years of sales experience in telecom related industry

  • Strong business acumen in planning and organizing, information integration, decision-making and ability to achieve results while focusing on customer requirements and business success.

  • Possesses ability to acquire an in-depth understanding of Nokia s functional area objectives and strategies within first three months on the job.

  • Determines and pursues courses of action essential in obtaining desired outcomes.

  • Is accountable for developing and implementing business strategies.

  • Excellent communications skills, both orally and written with the ability to evangelize both internally and to customers.

  • Proven track record in meeting and exceeding sales or business targets

  • Enthusiasm in keeping abreast of technological and market trend as well as competitive intelligence

  • Ability to identify and engage with all key stakeholders

  • Ability to lead virtual cross-functional teams effectively

  • Ability to perform under pressure

  • Competence Requirements: *

  • Leadership

  • Customer Focus

  • Drive for Results

  • Business Case Creation

  • Consultative Selling

  • Solution Selling

  • Market / Business / Competitor intelligence

  • Broad and strong telecom industry knowledge

  • Collaboration Skills

  • Negotiating

  • Contract Management

  • Pricing

  • Financial Acumen (for non-financial professionals)

  • BG/Services specific Competences: *

  • Broad and strong knowledge of telecommunication landscape.

Job: fALU Sales

Primary Location: Asia Pacific & Japan-Singapore-Singapore-Singapore

Schedule: Full-time

Req ID: 17000008QI