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.
The Customer Solution Architect (CSA) is the end-to-end (E2E) technical authority and customer interface within the Customer Team (CT). He/She is responsible for defining the technical sales strategy towards his designated customer(s), optimally adapted towards their vision, requirements and needs, in close collaboration with the respective Customer Teams.
The CSA has three main responsibilities for their respective customer(s). These are
Drive Network Evolution – Everything that needs to happen today, tomorrow, next quarter, in the next 5 years in his/her customer’s network. Within this:
Produce and maintain a customer end-to-end Network Evolution Plan (all technologies)
Consistently feed and grow the sales funnel with good short and long-term planning and network design
Identify technical decisions or insertion points that have vendor disrupting potential and proactively engage with the customer to shape the decision in Nokia's favor.
Lead Solutioning Team – The CSA is responsible to lead and have the right (multi-BG/CO/Services) Presales Team in place for his/her customer.
The CSA creates the most effective multi-BG solutions for our customers with the right solutioning Teams, so that our customers’ networks continuously evolve towards the best in the industry and Nokia’s market share is maximized.
Ensure Solutioning Quality – The CSA is responsible for E2E presales Solutioning and the Quality thereof for his/her customer.
The CSA ensures high quality solutioning to drive profitability and customer satisfaction.
With professional E2E solutioning he/she identifies new (x-sell) opportunities, and engages the customer aligned with the CT to grow funnel and order intake. To this end, the CSA has built an extensive proven network within the customer and Nokia business groups, based on trusted relationships with key decision makers at various levels. Through his network and broad technical knowledge of the Nokia Solution Practices and Product portfolios, he actively steers the customer’s mindshare in favour of Nokia, and influences Nokia product, solutions, and services portfolio developments when required to foster new business opportunities.
A CSA must have the knowledge, experience, and competencies to execute the following activities:
Build strong customer relationships with customer organizations in line with the Customer Team Head and Account Managers
Arrange technical customer workshops and drive technical negotiations
Technical Sales thought leadership with a mindset of the evolution of the customer’s network. Build vision for the customer and win Nokia mindshare
Orchestrate, lead and win the value based technical / techno-commercial customer dialogue (in close cooperation with CT Head, AM’s and BL’s)
Build customer intimacy as main technical customer interface to relevant key customer stakeholders and tech based business excellence
Supports each regional sales leader with strategic topics
Orchestrate day-to-day content based customer engagements including BG support commitments