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As a key role of the Alcatel Fixed Network business development team in the Regional Business Center (RBC), the purpose of this role is to develop business with our customers by customer engagement on Technical and Commercial domain in order to create a compelling proposition for our customers based on the Fixed Network Division (FND) Access product and solution portfolio. This role should also understand the local competitive environment in order to be able to develop this “winning” business proposition. Therefore excellent communication skills are required in order to engage with the local environment (Customers and Market) and the central Alcatel-Lucent organization. Main responsibilities • Provide leadership for positioning FND solutions in PreSales phase • To develop competitive customer proposals which meet customer requirements and deliver business value to Alcatel-Lucent • Secure close engagement with Customer, (technical) Sales , BU • Understand the local competitive environment • export “Best-Practices” to central Commercial Support on purpose of most efficient sharing of knowledge across other Presales teams in the region • Contribute at customer negotiations (customer facing) in a supportive role to Sales • Work closely with the Central Regional Business Center (RBC) , Business Line to ensure timely deliver of high quality proposals, considering technical/commercial customer drivers • Develop a solution strategy satisfying Alcatel-. • Drive increase in Alcatel-Lucent win rate by continually striving to improve commercial aspects of the proposals • Build customer solutions based on Fixed Network Division product and services s and has a deep understanding of the competitive positioning of Fixed Networks Division products and solutions • Monitor give guidance and negotiate T&C’s in line with the BL guidelines


Skills / Competencies • Telecommunications, electronics, computer engineering Degree or equivalent with at least 5 years experience in business development/management • Ideally technical expertise in the Fixed networks Access domain (DSL, PON, PTPT Ethernet) additional Cable/Doscis knowledge is a pre • Strong communications (fluent English and local language) and interpersonal skills • Business Acumen o Understand the issues which our customers are facing. o Diligently monitors market & competition evolution o Is able to focus on the business opportunity for Alcatel-Lucent whilst matching this with customer needs o Combines market and competitor awareness to propose relevant commercial proposals to the customer • Creative Innovation o Applies an entrepreneurial flair when creating “commercial” solutions or finding alternative ways of doing things o Takes extra-ordinary actions to implement new ideas o Anticipates the risks of an opportunity and identify contingencies and alternatives o Implements innovative ways to improve returns and increase revenue in an offer • Proven ability to operate in a networked environment, • Proven ability to manage complex solution offers to customers and work with sales teams to successful closure, considering commercial attributes Key Attribute • Able to work well under pressure (has flexibility with regards to working hours) • Is able to work effectively in a dynamic and changing environment. • Readily adaptable to change and can adapt personal style to create a perception of credibility and confidence • Earns and maintains respect through demonstrating empathy, integrity and sound judgement • Adopts a consultative and collaborative approach with customers which includes listening, problem solving and results orientation • Influential communication and has the gravitas to influence and communicate in a style that creates impact and presence • Has flexibility/ability to travel frequently within the region

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