Leads Managed Services sales strategy across North and Latin America, owning pipeline development, solution shaping, pricing, negotiations, contract closure, and delivery transition. Builds executive customer relationships, develops recurring-revenue opportunities, expands strategic accounts, and partners cross-functionally on profitable service models. The role focuses on network, infrastructure, cloud, edge, automation, and transformation services for CSP and Enterprise customers.
The Managed Service Pre-Sales Lead for Americas Region is responsible for driving the sales strategy across North America and Latin America.
- Lead the Managed Services sales organization across CSP and Enterprise markets in the Americas, driving new business, recurring revenue growth, strategic account expansion, and market development.
- Own the end-to-end sales lifecycle from market strategy, opportunity development, and solution shaping through commercial negotiation, contract award, and transition to delivery.
- Build executive-level customer relationships and position Managed Services as a strategic lever for operational transformation, cost optimization, service quality, and business agility.
- Partner with Services Delivery, Solution Architecture, Product, Engineering, Finance, Legal, and Customer Success to develop differentiated, profitable, and scalable Managed Services solutions.
- Develop and execute the Managed Services go-to-market strategy across CSP and Enterprise segments, identifying priority markets, accounts, and growth opportunities.
- Build and manage a strong pipeline of strategic opportunities spanning network operations, infrastructure operations, NOC/service desk, cloud and edge operations, automation, and adjacent services.
- Lead complex Managed Services pursuits from opportunity creation through solution development, RFP/RFI response, pricing, negotiation, and contract closure.
- Develop customer value propositions and business cases demonstrating measurable outcomes such as cost reduction, operational efficiency, improved availability, and accelerated transformation.
- Lead executive customer engagements and strategic workshops to understand business priorities, operational challenges, and transformation roadmaps.
- Shape commercial and operating models with cross-functional teams, ensuring alignment across scope, SLAs/KPIs, staffing, automation, transition, risk, pricing, and profitability.
- Drive expansion of existing accounts through additional service towers, geographic expansion, new technologies, automation, and transformation initiatives.
- Establish sales governance covering pipeline, forecasting, opportunity qualification, pricing, deal approval, and pursuit execution.
- Ensure effective handover of awarded contracts into delivery while maintaining customer commitments, commercial objectives, and business outcomes.
COMMERCIAL & BUSINESS ACCOUNTABILITY
- Own sales performance across assigned markets, including bookings, revenue, recurring revenue, pipeline, gross margin, and customer growth.
- Develop multi-year account growth strategies and prioritize resources toward high-value opportunities.
- Partner with Finance and business leadership on pricing, business cases, deal economics, risk, and commercial approvals.
- Track and improve key metrics including pipeline coverage, win rate, bookings, recurring revenue, margin, sales cycle, and customer retention/expansion.
CUSTOMER & MARKET LEADERSHIP
- Establish trusted relationships with C-suite and senior executives across CSP and Enterprise customers.
- Position the organization as a strategic Managed Services partner rather than a transactional service provider.
- Identify emerging opportunities across network transformation, cloud, edge, AI/automation, infrastructure modernization, and next-generation operations.
- Represent the Managed Services portfolio with customers, partners, and industry stakeholders.
- The final job grade will depend on the candidate's qualifications, skills, and experience.
SUCCESS IN THE FIRST 12–18 MONTHS
- Establish a clear Managed Services growth strategy and prioritized target-account plan across CSP and Enterprise markets.
- Build a healthy, qualified pipeline that supports the organization's growth and recurring-revenue objectives.
- Secure initial strategic Managed Services wins and establish a strong foundation of multi-year customer relationships.
- Expand selected existing customer engagements through new service towers, geographies, technologies, and transformation programs.
- Establish a repeatable sales and pursuit model with strong forecasting, qualification, commercial governance, and cross-functional execution.
- Strengthen executive relationships with strategic customers and establish the organization as a trusted Managed Services transformation partner.
- Deliver measurable improvement in bookings, recurring revenue, margin, pipeline quality, and customer expansion.
Qualifications
- 15+ years of progressive experience in Managed Services, services sales, outsourcing, telecommunications, IT services, cloud services, or related technology services.
- Proven success leading complex Managed Services sales engagements with CSPs, Enterprise customers, or large technology organizations.
- Demonstrated track record of securing significant, multi-year and recurring-revenue services contracts.
- Experience leading complex pursuits from opportunity development through solutioning, commercial negotiation, contract award, and transition to delivery.
- Strong understanding of Managed Services operating models, including NOC, network operations, field services, infrastructure operations, cloud/edge operations, automation, and SLA/KPI management.
- Strong executive presence and demonstrated ability to influence C-suite and senior decision makers.
- Strong commercial acumen across pricing, financial modeling, business cases, contract structures, margin, and risk.
- Experience leading cross-functional teams across Sales, Solutioning, Delivery, Engineering, Product, Finance, and Operations.
- Bachelor's degree in Business, Engineering, Computer Science, Telecommunications, or related discipline, or equivalent experience.
Willingness to travel 25–40% across the Americas.
PREFERRED QUALIFICATIONS
- Experience selling large-scale Managed Services, network outsourcing, infrastructure outsourcing, or technology transformation programs to Tier-1 CSPs or large Enterprise customers.
- Proven experience securing multi-year Managed Services agreements with significant recurring revenue.
- Experience expanding Managed Services across multiple service towers, geographies, or technologies.
- Experience with emerging services including cloud, edge computing, private wireless, AI/automation, and network transformation.
- Experience developing new Managed Services offerings or building a sales organization within a growth-stage, joint venture, or newly formed business.
- Experience with outcome-based, consumption-based, gain-share, or other innovative Managed Services commercial models.
Advancing connectivity to secure a brighter world.
Nokia is a global leader in connectivity for the AI era. With expertise across fixed, mobile and transport networks, powered by the innovation of Nokia Bell Labs, we’re advancing connectivity to secure a brighter world.
Learn more about life at Nokia.
Our recruitment process
We act inclusively and respect the uniqueness of people. Our employment decisions are made regardless of race, color, national or ethnic origin, religion, gender, sexual orientation, gender identity or expression, age, marital status, disability, protected veteran status or other characteristics protected by law. We are committed to a culture of inclusion built upon our core value of respect.
If you’re interested in this role but don’t meet every listed requirement, we still encourage you to apply. Unique backgrounds, perspectives, and experiences enrich our teams, and you may be just the right candidate for this or another opportunity.
The length of the recruitment process may vary depending on the specific role's requirements. We strive to ensure a smooth and inclusive experience for all candidates. Discover more about the recruitment process at Nokia.
Some of our benefits in US:
- Corporate Retirement Savings Plan
- Health and dental benefits
- Short-term disability, and long-term disability
- Life insurance, and AD&D – Company paid 2x base pay
- Optional or Supplemental life and AD&D insurance (Employee/Spouse/Child)
- Paid time off for holidays and Vacation
- Employee Stock Purchase Plan
- Tuition Assistance Plan
- Adoption assistance
- Employee Assistance Program/Work Life Resource Program
The above benefits exclude students.
Disclaimer for US/Canada
Nokia Maintains broad annual base salary ranges for its roles in order to account for variations in knowledge, skills, experience and market conditions, and with consideration to internal peer equity. Check the salary ranges in the job info section for this role.
All North America job posts will post for a minimum of 7 calendar days and up to 180 days or until candidate/s identified.
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