Senior Customer Solution Architect - Norway

Nokia Defense (ND) is a Nokia strategic incubation unit with the objective of leading Nokia into the Defense sector. We harness Nokia’s capabilities and innovate to address the new needs of Defense which are embracing AI, digitalization, autonomous solutions are more.

As a recognized expert in your field, you deeply collaborate with various teams within Nokia, our partners and our Defense customers in your assign territory to ensure that the innovative solutions we are creating are the ones our Defense customers want to buy. With your deep knowledge and strong leadership skills, you will have the opportunity to also influence ND strategic decisions and drive wider adoption.

As a Senior Customer Solution Architect for Defense, you will be responsible for defining through hands-on collaboration with ND and Nokia-wide stakeholders the ND E2E innovative solutions for military applications leveraging Nokia commercial telecommunication products and services and third parties differentiated assets.

You develop expertise on the Nokia Defense products and solutions across all domains -Strategic, Operative, Tactical- and on existing military communication solutions and new capability needs.

You closely engage with Norway defense players (MoD, defense contractors, technology providers) on digital transformation initiatives aiming at introducing innovative AI-based Multi Domain capabilities for the German armed forces -land, sea, and air- and collaborate with Nokia-wide expert teams to drive activities ensuring that the prototyping and productization of ND new end-to-end solutions are aligned with military expectations.

Your role also involves capturing customer requirements and translating stakeholders' inputs to drive ND sales, developments and investment decisions in innovation & collaborative projects with the Norway ecosystem to deliver compelling value; as well as owning the offer creations and approvals for the sales opportunities in your assign territory (TSD, SSD, PriceUp, pre-C3).

As part of the Defense team, you contribute to strategic decisions, and within your assign territory you will drive innovation ideation and case approvals with ND decision makers.

You work closely with all ND stakeholders to share knowledge gained through your interactions with Defense players; and you daily behave as a true hands-on team player, deeply collaborating with the other ND CSA teammates, no task being beyond role to deliver on customer needs.

1. Responsible for technical engagements with end customers and partners in support to the Account Manager

   • Describes the full scope of any solution, working across organizations to create the differentiated solutions that customers want to buy

   • Develops customer specific architecture for use in the Defense sector leveraging Nokia and partner assets

   • Acts as a professional leader for staff / work team / taskforces, often the most senior specialist in a team who serves as best practice resource within ND CSA team, and / or is recognized as an expert within the Defense area

   • Researches, designs, plans, develops and evaluates effective solutions in specialized military domains to meet customers' requirements and outcomes, thanks to high and low level architecture designs

   • Develops business cases for innovation projects in support of customer engagements and owns their approvals with ND decision makers

   • Comfortable with customer meetings from level 1 support up to CTO level engagements

1. Ability to make first simple demonstrations of ND solutions in front of customers and partners or in tradeshows

   • Having excellent product knowledge, you deliver the narrative and showcase the products in both demo and live situations

   • Clearly articulates the benefits and answers queries

1. In charge of developing complete offers in line with ND sales process / gates and governance – BoM, TSD, SSD and pricing-

   • Develops, specifies and designs effective end-to-end solutions to meet customer needs in a market where knowledge of 3GPP telecommunications is still emerging

   • Applies solution architecture standards, processes and principles to create and maintain a solution's integrity over time, including verification that the solution meets the customer requirements

   • Works across organizations to achieve workable solutions

   • Often drives functional teams or projects with moderate resource requirements, risk and complexity

   • Identifies the BGs / third parties involved and drives coordination activities for initial phase of solution development

   • Owns the Technical Solution Description and Service Solution Description capturing all aspects necessary to credibly respond to the requirements in the RFx incl. SoC

   • Liaises with the ND and Nokia product teams to ensure pre-C3 commitments are made to meet customer needs

   • Using sales guidelines and simple tools, creates the solution pricing file for the ND pricing manager

   • Liaises with ND commercial management for the creation of more complex pricing files, ensuring that the components offered will deliver on the ask

   • Solves complex problems based on sophisticated analytical thought and complex judgment

1. Responsible for capturing new requirements and providing feedback to ND

   • Captures and manages the functional and non-functional customer requirements by using industry best practices and aligning with military expectations

   • Understands and captures the critical inputs of stakeholders and translates them into effective requirements and solutions

   • Qualifies the business aspects related to any development / innovation / prototyping request including business case development, market need and timeframe, risk on not developing

   • As key user of the solutioning tools e.g. sales configurators, you regularly provide feedback on the useability and consistency of internal tools

   • Ensures that documentation is accurate and meets the customer expectations across its lifecycle. Your early commentary on new material is required to ensure suitability for external consumption

   • Contributes to strategic decisions within the evolving Defense area by bringing customer experiences and feedbacks to drive adoption within the military segment

   • Contributes to development of concepts; and works with other Nokia BGs to advise on evolution of their products for use in Defense

   • Provides inputs into new products, features, processes, standards or operational plans in support of ND business strategies, with measurable impacts on ND overall results and performance.

You have:

• Creative problem-solving skills to develop and lead impactful business cases
• Deep understanding of RAN, Core Network, private wireless, and E2E mission critical solutions
• Proven ability to lead multidisciplined teams to ensure Nokia solution is complete and meets customer asks
• Demonstrated success in multiple roles in complex changing business environments, making the necessary prioritization decisions about own work to deliver on objectives
• Hands-on experience with testing / demos / prototyping of wireless and digital solutions
• Hands-on experience in presales / business development in telecommunications and Mission Critical markets (Utility, Transportation, Public Sector, Defense)
• Proven ability to develop and lead business cases for innovative solutions; and delivering them to completion
• Excellent proposal and presentation skills
• Native Norwegian and proficient business English communication skills
• Strong teamwork orientation with a hands-on and proactive approach to problem-solving
• Active NATO security clearance or the ability to obtain one (no blockers)
• 10+ years of relevant experience and a graduate/postgraduate degree in a related field
• Norwegian nationality

It would be nice if you also had:

• Deep understanding of Defense communication technologies and digital technologies (AI, digital applications, cloud, etc)
• Experience in technical / operational enablement and management of value-added partners and technology partners
• Ability to effectively articulate complex digital solutions and their value
• Expertise in solution and consultative selling, particularly in defense wireless communication technologies
• Solid knowledge of wireless competitive landscape and market dynamics
• In-depth knowledge of the German mission critical communication market