Head of ENT Mkt for Partn,Allianc&Ecosys

NOKIA - Ottawa, ON (30+ days ago)

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About Nokia

At Nokia we create the technology to connect the world. Developing and delivering the industry's only end-to-end portfolio of network equipment, software, services and licensing that is available globally. Through our research teams, including the world-renowned Nokia Bell Labs, Nokia is leading the world to adopt end-to-end 5G networks that are faster, more secure and capable of revolutionizing lives, economies and societies. Nokia adheres to the highest ethical business standards as we create technology with social purpose, quality and integrity. A truly global company, we are 160 nationalities working in more than 100 countries.

Position title

MCA Head of Enterprise Marketing for Partners, Alliances and Ecosystem

Description of the position

Nokia is focused on delivering networking and communication solutions to Enterprise verticals that need a mission critical networking foundation to deliver services to their customers and employees with the highest quality and reliability. Customers in Transportation, Energy, Government and Cities, Manufacturing and Logistics verticals, as well as Webscale companies can benefit from these high-performance mission critical networking solutions. Nokia has established a global customer base in these segments over the last decade and is now looking to further accelerate the growth of its business. The go-to-market strategy includes selling directly and via channel partners. Partners include system integrators, consulting companies, service providers, strategic alliances and ecosystem partners including silicon, device, OEM and cloud companies, distributors and value-added resellers.

The Head of Enterprise Marketing for Partners, Alliances and Ecosystem has an instrumental role in enabling the entire range of partners to act as an extension of Nokia’s sales force towards enterprise customers. This individual is the most senior marketing expert on the target partners with deep understanding of their needs and how Nokia may address them. She/he focuses on partners from the target segments who are responsible for building the end to end solutions to address customers use cases, leveraging Nokia’s mission critical networking, digital automation applications and services.

The role is responsible for leading the team that is driving partner enablement and demand creation activities through the channel and works either with or on behalf of partners to develop, execute and measure joint marketing plans and activities. The individual works closely with partners and channel sales teams to create and execute innovative and strategic channel marketing activities that increase awareness, generate partner leads, strengthen customer and channel relationships, and build pipeline and sales opportunities. This role also coordinates the local execution of channel campaigns and programs and supports and delivers partner enablement and engagement activities. Reports directly to the Head of the Enterprise Segment in MCA and manages the Enterprise marketing for partner, alliances and ecosystem team.

Key tasks and responsibilities

Create and execute comprehensive marketing strategy and plans that are aligned with the segment and sales needs and that help partners become an efficient channel and help achieve a healthy pipeline
Set the strategic and tactical direction for channel marketing activities that generate leads and pipeline
Plan, develop, execute and measure all local channel marketing efforts including to-partner, through partner and for-partner activities aligned to the organization’s channel priorities and sales objectives
Drive awareness and enablement programs that inform partners of the latest campaigns, solution offerings, partner wins and tools that the organization is creating to help them grow their businesses
Build co-marketing plans with designated partners in support of their revenue targets that are in line with local marketing plans
Manage, administer, measure and report on channel budgets and co-marketing funds
Measure, analyze and report on channel marketing pipeline-building activities to determine their contribution to pipeline and to evaluate marketing effectiveness/ROI
Ensure lead generation and demand creation targets for all channel marketing activities are forecasted, planned for and met; this includes establishing lead generation metrics with partners against joint marketing plans
Provide leadership, direction and mentoring to team members in its day-to-day activities

Required experience

10-15 years relevant marketing experience, including marketing to enterprise customers

Marketing experience and a strong understanding of indirect b-to-b channels

High-performance mission-critical wide area networking and communications product/service/solution marketing experience
Motivating and leading a diverse and distributed marketing team; global experience is a plus
Business/marketing planning, analytics, measurement and dashboarding experience
Public relation and industry analyst engagement experience
Demonstrated success influencing senior and C-level executives and leaders

Key Competencies


Strong business acumen
Ability to navigate culture and politics across multiple functions to establish buy-in for go-to-market strategy.
People management, including the ability to build and grow a team and work with diverse skill sets and backgrounds.

Highly proactive, action-oriented individual with very strong influencing skills.

Strong administrative and management skills, including the ability to prioritize multiple projects and objectives.
Ability to translate quantitative data into actionable recommendations
Critical thinking and capacity for original thought
Ability to listen and interpret needs; high level of empathy
Excellent written and verbal communication skills
Strong presentation skills

Cross functional leader
Comfortable working with senior leaders
Goal oriented
Strong decision maker
Highly collaborative, able to work in a matrix environment
Living and breathing the Nokia culture and values


Different approaches to marketing to, through and for partners

Partner business models

Scalable, repeatable approaches to partner enablement and engagement

Common channel partner marketing processes

Channel budgeting and funding processes

Channel incentive program structures (e.g. MDF, co-op, volume discounts)

Understanding of business operations, marketing principles and channel management skills and techniques

Marketing deliverables, tools and resources

Imagine creating technology that has the potential to change the world. Working with us, you will have a positive impact on people’s lives and help to overcome some of the world’s most pressing challenges. We act inclusively and respect the uniqueness of people. Nokia culture welcomes people as their true selves. Come create the technology to connect the world.

Nokia is an equal opportunity employer that is committed to diversity and inclusion. At Nokia, employment decisions are made regardless of sex, gender identity or expression, sexual orientation, race, ethnic origin, color, creed, religion, national origin, citizenship, age, marital status, physical or mental disability, genetic information or ancestry, protected Veteran or military status, or other characteristics protected by law.