Sandeep Saxena
Gurgaon
Summary
Dynamic technology leader with a proven track record at Nokia, excelling in organizational strategy and team management. Spearheaded major business wins, enhancing customer engagement and driving automation initiatives. Recognized for analytical abilities and a results-oriented approach, delivering impactful solutions in complex environments.
Overview
33
33
years of professional experience
Work History
Head of Technology & Solutions Centre of Excellence (CoE), Mobile Networks
Nokia
03.2021 - Current
- Build a Centre of Excellence for MN Presales in India, with focus on customer centricity, value based consulting and creating technology thought leadership
- Timely submission of RFP responses with optimized tendering process
- Proactive positioning of Nokia products & services, defend Nokia position against competitors
- Close engagement with MN Product Line – for Capability Development of local teams, providing customer feedbacks
- Working with Market Unit (CT) head and sales teams, in account planning and sales pipeline development (incl. upsell opportunities) and managing technical risks
- Built a strong pre-sales teams in all domains (Radio, NM & SON, MW and Services) to support MU teams; strong focus on employee engagement as well as building a culture of ethics & integrity based on Nokia values.
- Established strong governance with MU and Product Line as well as customer engagement focussing on establishing technology leadership and buying customer mind share.
- Major business wins in Bharti (5G introduction, 4G expansions, MW E-band entry), VIL (5G introduction, 4G expansions, MW E-band entry, largest 4G + 5G SON globally) and RJio (5G entry, largest 5G multi-vendor SON).
- Established Digitalization & Automation in the Services portfolio with trials and PoC in all the customers.
- Strong product portfolio positioning across all the customers, focussing on energy efficiency (TCO improvement) and performance.
- Structured CaDe program within the pre-sales community.
Head of Global Sales Support for ION BG and Head of Global Sales Support for India Market
Nokia
10.2019 - 02.2021
- [A]. Pre-sales support for India Market
- Responsible for building a strong pre-sales support system for complete portfolio (focussing mainly on MN & GS) in the areas of Technical Bid Mgmt, pre-sales / business development and tendering support to all the India Market customer teams, provide additional support for Gate 3 facilitation, L&C and Pricing support (for MN & GS) and capability development (mainly for MN & GS) in close coordination with Market MN PS and SPS teams
- [B]. Pre-sales support for ION BG
- Responsible for building a strong pre-sales support for ION (mainly IP Routing, Packet Core and their Services) BG in the areas of pre-sales / business development and tendering support (including product dimensioning / BoQ, Pricing, Statement of Compliance, Technical Summary, Service Costing), close coordination with the ION RBCs to support their key deals, capability development of the pre-sales team and a major focus on building automation in the deliverables and support.
- Pre-sales support for India Market (2020)
- Extended pre-sales support for 90% sales pipeline of India market, ALL the key wins of India Market supported from the team (e.g. BSNL IP MPLS, Bharti RAN 2020, Bharti Core 2020, Huawei RAN swap in Airtel & Vodafone Idea, RJIO Transport, etc)
- Strong pre-sales, VBA/S and tendering support (incl Optimised Tendering and Upsell identification) with a strong governance with all the BG and CT Heads and their teams
- Dedicated support for all the 5G trials – prepared trial configurations, trial solutions and the test cases
- Pre-sales support for ION BG (2020)
- Extended pre-sales support for ALL the key deals in APJ, India, Europe and MEA markets
- Developed strong skill sets around IP Routing, Packet Core, Nuage and Deepfield portfolio
- Extended pre-sales support for ALL the 5G Core offers for APJ, India, Europe and MEA, partly to LAT market as well.
- Built Automation in preparing Statement of Compliance (Packet Core) and preparing BoQ (Packet Core, IP Routing partly and Service Costing), in close coordination with the RBCs
- Upsell identification of approx €20 Mn, supported 500+ RFPs, prepared 25+ Model RFPs and 75+ Optimized Tendering caveats, 120% achievement of capability development targets.
Head of Solution Management & Strategic Initiatives, Global Sales Support (GSS)
Nokia
09.2012 - 07.2020
- [A]. Sales push programs
- Identify, align and drive sales push programs in a centralized and industrialized manner for the Nokia portfolio. The 'Automated Sales Case Generation' program is one of the showcase ‘GSS Transformation Programs’ for 2016, where GSS shall contribute towards enhancing Nokia’s sales funnel by 200 MEuro.
- [B]. Technology & e2e Solutions
- Prepare e2e solution documents, white papers and customer presentation for key solutions in conjunction with HoT community; engagement with T&I community for Nokia 2020 Network Vision, Nokia 2020 spectrum vision and supporting T&I with leading technology trends for 2020 network architecture; drive e2e portfolio domains like Security and Virtual Infrastructure for Telco Cloud solutions.
- [C]. VBA/S
- Prepare VBS tools and models for Nokia products and software features (HVF), prepare VBA/S for SW features at pre-C3 stage, prepare value proposition for SW features for the SWX program, prepare Value Proposition Documents quantifying Nokia’s competitive edge.
- [D]. SW Sales
- Maintain Nokia’s SW Installed Base across portfolio and across markets; Global reporting, analysis and planning of SWRU and HVF; support to SWX for all the defined modules – CxO pain point analysis, SW releases, HVF and Network Planning & Capacity analysis.
- [E]. Business Data Analytics
- Data Analytics (operators’ profile, KPIs, trends) related to Business Intelligence (BI) and Customer Intelligence (CI) provided to Global MCA and Corporate Strategy teams.
- [F]. Global Communication & Design Support
- Designing, branding, story boarding and visualization support for executive communication (CxO level) as well as marketing documents.
- [G]. Global MCA Support
- Providing support to Global MCA team with respect to Business Data Analytics, Global communication & design support (for marketing documents) and operational support (My Customer database, logistics support for pre- and post-events, Marketing lead management).
- [H]. Bid Production
- Support for bid printing, formatting of bid documents, bid folders and other branding activities related to bids.
- [I]. Internal Communications
- Internal GSS communications for all events (e.g. Townhalls, Nokia GSS announcements), support for GSS LT blogs, communications for all Employee Engagement activities, etc.
- [J]. E2E Security and Customer Security Requirements Support
- Security support for E2E Security Solutions (Nokia portfolio) and Customer Security Requirements (Security policy, ISMS, Cyber security, Data privacy, etc).
- Sales push programs
- Conceptualized ‘Automated Sales Case Generation’ program for generating sales funnel from GSS in a centralized and industrialized manner (identified 11 initiatives with proof of concepts)
- Identified opportunities worth €450+ Mn across Nokia portfolio.
- Technology and e2e Solutions
- Prepared solution documents for upcoming technologies like IoT, Smart Cities, Cloud RAN, Public Safety Network, 4G to 5G evolution, 5G architecture and use cases, Telco Cloud, Edge DC, Security Solutions etc.
- Supported T&I on Nokia 2025 vision, technology trends on all the domains (Security, Telco Cloud, Big Data, IoT, etc).
- VBA/S
- Delivered 92 business cases addressing ~ 1.14 Billion Euro (unweighted) pipeline.
- Delivered 113 VBA tools for SW high value features (HVF) for MN.
- SW Sales
- Supported SWX program for global SW Sales push for MN – identified opportunities worth ~135 MEuro from GSS.
- Visualization Hub @ GSS
- Established Visualization hub at GSS for MCA Field Marketing, Legal & Compliance and CO leadership.
- Security
- Established Security Centre of Excellence at GSS for all the Security support – across portfolio (E2E Security solutions) as well as around Nokia Security policies, design framework etc.
Head of GSS Commercial Management (in addition to Head of Solution Management & Strategic Initiatives)
Nokia
07.2016 - 09.2019
- Responsible for establishing a centralized support for Market L&C teams for LOA support, Commercial compliance, contract summary, contract redlining, etc. in multiple languages and across the global locations, working in close cooperation with L&C Global operations and Market L&C teams.
- Responsible for establishing Pricing support for MN & GS (around Customer Pricing Format, Guided Pricing and NPT support), working in close cooperation with MN Commercial Management.
- Established a team of 25+ L&C professionals (lawyers and contract managers) across multiple locations for Market L&C support
- Language support developed in Chinese / Mandarin, Arabic, French, Russian, German, Portuguese and Spanish, in addition to English
- Dedicated Pricing support team established for APJ and India Markets for Customer Pricing Format for key MN & GS deals.
Head of Business Operations (Network Systems Sales) & Head of Bid Management
Nokia
01.2010 - 09.2012
- [A]. Head of Business Operations, Network System Sales
- Business Unit sales strategy, execution of the operational tasks related to business objectives, sales funnel and key sales cases in region, define BU Long Range Forecast (LRF), drive & coordinate OPEX for BU.
- [B]. Head of Bid Management
- Manage India region Bid Management team, Gate2 and Gate 3 approver for sales opportunities, define and implement the engagement model for region-CSSC cooperation.
- [C]. SW Sales Lead
- Drive overall SW Sales action plan for India region (SW sales targets, account plan and SW Sales ‘reward & recognition’ program), Implement SW Sales ‘governance model’ in the region and publish SW Sales dashboard with key sales cases and contributors.
- Business Operations
- Successfully executed NWS BU sales plan and established an efficient process of financial reporting (key financial targets, funnel size, value won, ABC analysis, risk analysis).
- Overachieved sales targets - ~115% in 2010 and ~110% in 2011.
- Bid Management
- Implemented an effective ‘engagement model’ between region & CSSC for enhanced CSSC usage.
- Established the ‘CT transformation’ program.
- SW Sales Lead
- Established the SW Sales Governance model & CT engagement plan – SW Sales revenue went up from 33% to 38% in 2011.
- Personal Achievements
- Nominated for NSN’s Long Term Incentive Plan for 2010 (04th consecutive year in NSN).
Head of Network Solutions & Head of Solution Management
Nokia
04.2007 - 12.2009
- [A]. Head of Network Solutions
- Develop sales opportunities in cooperation with CTs, building optimized solutions, lead the e2e solutions across the business units; build customer relationship; lead the team of customer solution managers.
- [B]. Head of Solution Management
- Represent India solution management team in India sub-region management and in APAC region management; lead the team of solution managers in all the business units and drive e2e solution ownership towards customers.
- Head of Network Solutions
- Successfully led the business development opportunities together with the CT head for Tata, winning the 700MEuro deal (awarded deal of the month).
- Leader of the NSN solutions team in building the business opportunities successfully in Reliance.
- Established a result oriented team of customer solution managers dedicated to the CTs.
- Head of Solution Management
- Set up & built a cohesive team of the solutions managers across Bus, dedicated to the CTs.
- Led NSN Strategic initiatives, example – quote to cash (Global), SR India strategy projects & LT outreach program (SR India).
- Established the 1st mode of operation with Centralized Sales Support Center for the optimal utilization of its resources for India sub-region.
- Personal Achievements
- Nominated for NSN’s Long Term Incentive Plan for 3 consecutive years (2007, 2008, 2009).
- Nominated for “Leadership Potentials Development” program.
- Various nominations for People’s Choice Awards for living NSN values.
Head – Technical Sales & Business Consulting
Siemens
12.2002 - 03.2003
- Customer (Accounts)
- Design a complete commercially viable technical solution as per the customer requirements highlighting and propounding the USPs and revenue generating features to customers; providing technical consultancy to customers (products, solutions, roadmaps, network planning).
- Internal (Siemens)
- Drive techno-commercial solutions with risk analysis; resource planning & allocation, competitor’s analysis; responsible for positioning of Siemens roadmaps and value proposition in various industry forums; help the HQ teams to comprehend futuristic technologies and road maps.
- Hutch – Launch of Music to You – 1st hosting solution in India.
- 1st trial of Nano GSM solution in India.
- Acquisition of the Spice Nepal GSM and VAS tenders, Idea Cellular network for UP(W) and 5 tenders from Railways (GSM-R).
- 1st 3G live demo in India.
- Positioning of the @vantage IN systems in Spice Punjab, Hutch and BSNL.
- Established leadership in Mobile Switching (R99) with presence in all the Indian operators (BSNL, Vodafone, Airtel, Idea, BPL, Spice).
Head – Technical Sales for Mobile Networks, IN & VAS
Siemens
03.2001 - 11.2002
- Customer engagement (pre and post-sales) for building customized e2e solutions for Core Networks (MSC/VLR, HLR), IN & VAS solutions including their dimensioning, engineering and planning; Integration of VAS solutions in the overall solution – dimensioning of the VAS platforms, features & functionalities and integration with other network elements.
- Acquisition of the Bharti circles in the west zone with centralized IN system in Mumbai.
- Acquisition of the BSNL tender (South) for Mobile Switching (MSC/VLR, HLR) and IN systems.
- Acquisition of Fixed IN business from Bharti Telesonic – the National & Int’l long distance service provider arm of Bharti.
- Successful positioning of the Siemens IN system for Birla AT&T, Tata (BATATA), New Delhi.
- Market Leadership in Mobile Switching with presence in ALL the circles of Vodafone (previously Hutchison Essar).
- Deployment of the 1st Hosted Solution for Hutchison for the “Music 2 You (M2Y)” application.
Account Manager SAARC (Mobile & Fixed Networks)
Siemens
10.1999 - 02.2001
- Analysis and evaluation of potential market moves, plans and tactics of competing vendors; assessment of the political risk, financial soundness of the government as well as ascertain the country risk perceived by the financial institutions; understand the implications of the government policies and outline the possible strategic initiatives by competitors and clients; understand customer needs and the business potential in the short, medium & long term duration; prepare and drive account plan for the customers.
- Acquisition of Nepal Telecom Corporation (NTC) fixed network tender (EWSD) worth ~ DM 70mil.
- Acquisition of Microwave Transmission tender for Grameen Phone, Bangladesh worth ~ DM 25mil.
Country Project Manager – Nepal
Siemens
01.1995 - 09.1999
- Supervision, Planning, Controlling and Execution of the Project – deployment of Siemens Fixed Switches (EWSD) across multiple locations in Nepal (existing and new contracts, coordination among customer, local agent and customer, project controlling, claim management); execution and supervision of the ongoing contracts with the customer; Project related personnel matters (cost optimized utilization, assessment and promotion, etc.); Commercial responsibilities – cash bank settlements including payment of salaries and advances, income tax assessment and payment, etc.
- Implementation and execution of the EWSD fixed line project (70k lines, ~DM 70 mil) as per the agreed timelines with Nepal Telecom Corporation, with receipt of full payments of the project.
- Negotiated and signed three Contracts with Nepal Telecom Corporation (62k lines, ~DM 60 mil).
Care Expert (TAC) – Fixed Switching (EWSD)
Siemens
02.1993 - 12.1994
- Installation & Commissioning of the Siemens fixed switches (EWSD) in BSNL; Network Integration and the Acceptance testing of the fixed switches; next level technical assistance to the customer for HW & SW debugging.
- Installation & Commissioning of Agra, Jaipur & Indore switches in record time frame.
- Installation & Commissioning of the EWSD test bed in the Siemens office.
Education
BE - Electronics & Telecom
MBA - Int’l Marketing
Skills
- Leadership
- Team Management
- Organizational Strategy
- Cross-functional Collaboration
- Complex Condition Management
- Situational Adaptability
- Analytical Abilities
- Business Analysis
- Result-oriented Perspective
Customer Engagement
- 17 years of Customer relationship management India BSNL, MTNL, Reliance, Bharti, Vodafone, Tata, Idea, Aircel (Maxis), Uninor, Videocon, Railways (GSM-R).
- 8 year of customer engagement in Germany, Nepal, Bangladesh, Bhutan, Sri Lanka
Previous Roles
- Nokia, Global Sales Support, Head of Global Sales Support for ION (IP & Optical Networks), Head of Global Sales Support for India Market, Head of Strategic Initiatives, Head of GSS Commercial Management, Head of Fixed Networks Business Group, Head of Solution Management & Initiatives
- Siemens, Vice President (Head – Technical Sales & Business Consulting)
Other Career Highlights
- Held leadership roles since 1993
- Worked on all the technologies – Mobile Networks, Transport, Fixed Networks, Value Added Services, etc.
- Led the 'Firsts' in India – 1st IN Deployment, 1st 3G Live demo, 1st Nano GSM trial, etc.
- Nominated for Nokia LTI 10 times since 2008
- Led GSS 'Upsell Identification Program ASCG' to generate sales funnel of €290Mn in 2018 and €450Mn in 2019
Overall Experience
33 years with Siemens, Nokia Siemens Networks, Nokia
Current Role
Working along 30 Technology and network professionals as a Head of Technology & Solutions, Mobile Networks, India.
Timeline
Head of Technology & Solutions Centre of Excellence (CoE), Mobile Networks
Nokia
03.2021 - Current
Head of Global Sales Support for ION BG and Head of Global Sales Support for India Market
Nokia
10.2019 - 02.2021
Head of GSS Commercial Management (in addition to Head of Solution Management & Strategic Initiatives)
Nokia
07.2016 - 09.2019
Head of Solution Management & Strategic Initiatives, Global Sales Support (GSS)
Nokia
09.2012 - 07.2020
Head of Business Operations (Network Systems Sales) & Head of Bid Management
Nokia
01.2010 - 09.2012
Head of Network Solutions & Head of Solution Management
Nokia
04.2007 - 12.2009
Head – Technical Sales & Business Consulting
Siemens
12.2002 - 03.2003
Head – Technical Sales for Mobile Networks, IN & VAS
Siemens
03.2001 - 11.2002
Account Manager SAARC (Mobile & Fixed Networks)
Siemens
10.1999 - 02.2001
Country Project Manager – Nepal
Siemens
01.1995 - 09.1999
Care Expert (TAC) – Fixed Switching (EWSD)
Siemens
02.1993 - 12.1994