Human Resource Management

Term Project
On
Dream Job

Submitted to: Submitted by: Rohan Mamtani

Asst. Prof. Bishakha Majumdar IMG 12 D
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 INTRODUCTION
An organisation consists of people who are formally assigned roles who work together in
order to achieve organisation’s goals. A manager is someone who is responsible for
accomplishing these goals and does so by managing the efforts of the organisation’s people.

A manager basically is designated to perform five basic functions:

 Planning: Developing future plans and forecasts, rules and procedures

 Organising: Delegating tasks to employees thus establishing channels of authority and
communication
 Staffing: Determining the kind of people required for the role; recruiting, selecting,
compensating, evaluating and training employees
 Leading: Motivating employees and maintaining the morale of the team
 Controlling: Setting quality standards, sales targets, etc

The Human Resource Management (HRM) is the process of acquiring, training, appraising
and compensating employees, and of attending to their labor relations, health and safety and
fairness concerns. HRM is increasingly becoming more and more important to all managers
and nowadays, organisations are giving more importance to the people than earlier. It also
helps them to get the right match for a particular job role and avoid problems of hiring the
wrong person.

Because of globalization, the competition has expanded and there is more weight on
organizations to bring down expenses and make workers progressively beneficial and quality
cognizant. The accentuation is more on learning and along these lines on building human
capital. Likewise the new advanced innovations, for example, portable and web based life
will make human asset the board today progressively appropriated. Subsequently the human
asset supervisors require more abilities. The directors ought to have the capacity to utilize
proof based human asset the executives devices by the methods for information, certainties,
examination, basic assessment, contextual analyses, and so on.

It has become more complicated to be a human resource manager today. To create strategic
plans, the manager needs to understand strategic planning, marketing, production and
finance. As companies merge and expand abroad, they should be able to implement larger-
scale changes, drive employee engagement and redesign organisational structures.

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 POSITION AND THE FIRM
NOKIA NETWORKS

Nokia Corporation a Finnish MNC in broadcast communications, data innovation, and

customer gadgets organization. It was established in 1865 having central station Espoo, in the
more noteworthy Helsinki metropolitan zone. By 2017, it had around 102,000 workers
crosswise over more than 100 nations. Nokia's business is extended in excess of 130 nations
and its yearly incomes in 2017 were around €26 billion. The organization is additionally
recorded on the Helsinki Stock Exchange and New York Stock Exchange. It is the world's
410th-biggest organization estimated by 2016 incomes as indicated by the Fortune Global
500, having topped at 85th place in 2009.

Their vision is "We make the innovation to associate the world". At the beginning of new
period, computerized innovations – distributed computing, man-made reasoning, machine
taking in, the Internet of Things and 5G systems – are changing our reality. Nokia is world
pioneer in driving advancement with appearance of cutting edge innovation to control this
computerized age and change the life of the general population.

POSITION: SOLUTIONS SPECIALIST

The role of a Solutions Specialist includes full ownership of end-to-end proposal for
Customer requirement, including Statement of Compliance (SOC), Services Solution
Descriptions and Cost estimates. As a part of pre-sales team, the person is required to match
needs of the customer with Nokia’s products and translating solutions to provide clear
customer value and benefits. It also includes supporting business opportunities through the
development, documentation and presentation of proposals encompassing technical concepts,
architectures and prototypes.

Another aspect of a Solutions Specialist is to manage end-to-end bid management cycle

which includes understanding customer requirements, getting clarifications, propose solution
for RFP/RFIs, define pricing and estimation, risk identification & mitigation for Cloud as
well as Baremetal solutions. The person needs to work in close coordination with Business
units to orchestrate the creation of the solution and proposal ensuring compliance with
customer requirements and highlighting company value proposition.

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 JOB ANALYSIS: METHODOLOGY
Job analysis is the process to determine the duties and requirements of a job and the kind of
person who is the best fit for it. The information collected from a job analysis is used to write
Job Descriptions and Job Specifications. Virtually, every personnel-related action-
interviewing applicants, and training and appraising employees, for instance requires
knowing the job entails and what human traits one needs to do the job well.

There are many ways to collect job analysis information. It depends on the purpose they type
of method to be used.

Methodology basically includes Interview Schedules, Questionnaires and Observations.

Interviews can range from unstructured to a highly structured one containing hundreds of
specific items. Here the researcher personally conducts interviews with the employee and
asks him thoroughly about his/her job.

A Questionare is a method where a pre-prepared set of questions is given to the employee to

describe his/her duties and responsibilities about the job. It includes a combination of open-
ended and closed-ended questions.

Another way to analyse job is by simple Observation. Here the researcher physically
observes the daily activities. This is generally helpful in case of an assembly task, where
more physical activities are involved.

For the purpose of the study in the report, an interview was scheduled with Mr. Ishan
Nagpal to get primary information about the role of a Solutions Specialist.

The transcript of the questions asked is attached in Appendix-1.

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 COMPETENCY MAPPING: METHODOLOGY
ADOPTED
Companies use competency mapping to coordinate the capacities, ability, information and
aptitudes of an individual to be procured. Competency mapping is a procedure of mapping
the abilities of an imminent representative to the necessities of the separate occupation job. It
checks if an individual is fit for a specific employment or not. The procedure includes
directing a Job Analysis to distinguish the center aptitudes and practices required to play out
the job, drafting a Job Description dependent on those capabilities and adjusting assets to best
satisfy competency needs.

The methodology adopted for competency mapping adopted is mentioned below:

1. The was interviewed and asked questions regarding the KSA- knowledge, skills and
abilities required to perform the duties and responsibilities. I also asked him about the
challenges that he faced during the course of the performing those duties. Based on
the information provided, the possible core competencies required for the job were
highlighted.
2. The respondent was asked about the core competency that is required for the job.
Additionally, he mentioned about the proficiency level, that the candidate must have
in the specific competency.
3. Based on this information, a skill matrix was prepared through the scheduled
interview with Mr. Ishan Nagpal.

The skill matrix formed is attached in Appendix-2

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 KSA’s REQUIRED
KSA stands for knowledge, skills and abilities that are required to effectively perform a job.

KSA of being a Solution Specialist at HCL Technologies are:

KNOWLEDGE:

 Technical knowledge of Nokia products

 Bid Management
 Proposal Development
 Virtualization
 Telco Cloud, 4G, 5G, Small Cells, IBS, WiFi, Cloud Data Center, Security, Internet
of Things (IoT)

SKILLS:

 Written and Verbal Communication Skills

 Team management skills
 Strategic Thinking Skills
 Analytical Skills
 Sales Skills
 Collaborative Skills
 Negotiation Skills

ABILITIES:

 Self-motivated
 Innovative with ability to quickly learn
 Adaptable
 Problem Sensitivity
 Inductive Reasoning
 Tools like MS Office, Visualisation, Reflection and DX200 Products

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 JOB DESCRIPTION
Solutions Specialist
Location: Noida, Uttar Pradesh, India

Experience: 2 yrs minimum

Salary: 10-15 LPA (Depending on relevant work exp)

About the Company:

Nokia aims to connect people and things. It is a global leader in technology sector and
provides state-of-the-art software, hardware and services for any type of network solutions to
the clients. It helps different stakeholders like, communication service providers,
governments, and large enterprises. It is will equipped to deliver latest technology on 5G,
Cloud and the Internet of Things. We serve customers in over 100 countries, our R&D
department continue to invent and accelerate new technologies that will increasingly
transform the way people and things communicate and connect.

Main Responsibility Area: As a part of Solution Specialist, the candidate will be working
under Sales Strategy, Operations and Solutions Management Department. The candidate is
required to demonstrate competency in sales and technology area. To understand the cliend
needs, identifying solutions to non- standard queries; actively creating business opportunities.
Understanding internal/external business issues.

Responsibilities & Duties:

 As a part of pre-sales team, the person is required to match needs of the customer with
Nokia’s products and translating solutions to provide clear customer value and
benefits.
 Working closely with sales teams and other presales resources, providing multi-
Business lines expertise, product expertise and support throughout the sales cycle
 Provide Product Knowledge Support to Sales Team and provide a sales pitch
mentioning the product’s features and advantage over competitor’s product
 Efficient involving in discussion with cross-functional teams such as Delivery,
Commercial and Contract Management, Technology, Sales, and others.

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 Manage the bid approval process for standalone consulting bids, contract generation
and finally submitting it for funding.

Qualifications & Technical Requirements:

 Post Graduation/MBA in Marketing/Sales

 Well versed with telecom terminologies like- VoLTE, IMS, SDH, NT-HLR, MSS,
MGW
 Information of cloud models Platform-as-a-Service (PaaS), IaaS, XaaS and their
supporting foundations
 B.Tech/B.E graduates with prior work experience in IT will be preferred

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 APPENDIX
APPENDIX 1

Respondent’s details:

Name: Mr. Ishan Nagpal

Designation: Solutions Specialist

LinkedIn ID: https://www.linkedin.com/in/ishan-nagpal-00379790/

Phone No: 9871-169-067

Transcript of responses:

Job analysis interview questions includes questions as follows:

1. Interview information

• Name of Employee: Ishan Nagpal

• Job Title: Solution Specialist
• Department: Pre-Sales
• Date: 12/12/2018

2. Job introduction

• Describe: location of job and, if necessary or appropriate.

Pre-sales Solution Specialist collaborate with the sales support or account team by acting as
technical experts in customer presentations. They also respond to requests for information or
requests for proposals from customers, supplying the technical details of proposed solutions.

3. Job duties

My job duty basically includes understanding the requirement of the clients over email and
then following it with set of relevant questions. We have to make them understand about the
technical aspects of our products. This also includes assisting the sales team in forming a
sales pitch to the clients during the bidding process. We are also required to present to key
decision makers of customer for the proposed solution and participation in discussion &
finalization of solution.

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We use some of the tools like

 Use-Case diagram
 CSP Tool for preparing BoQ
 NPT File to evaluate BoQ
 IRP’s to check price of the product

4. Records and Reports

• What records or reports do you prepare as part of your job

Business proposals, sales pitch, test cases, Documenting the complete solution for final
submission
• Who do you have to send these reports- Line Manager, Sales Manager

5. Supervisor

• Are the instructions you receive clear and consistent with your job description

My role as as a solution specialist is very much in line with that given in job description. In
addition to what is mentioned in the job description, we are also required to work in
coordination with back office team to have better understanding of the specifications of the
products so that we can present the same to the client in a better way.

6. Compensation

• Consider your level of productivity, and the skill level required to fulfill your
responsibilities, do you think that you are: underpaid? equational paid? Overpaid?

I’m satisfied with my compensation and the pay structure. We are also given a good annual
increment here. There are also other non-cash benefits like- travel allowance, food coupons,
etc.

7. Knowledge

• What special knowledge of specific work aids are needed for this position

Knowledge of Virtualization, Telco Cloud, 4G, 5G, Small Cells, IBS, WiFi, Cloud Data
Center, Security, Internet of Things (IoT) and Nokia Software VNFs solution is needed to
work at this position.

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• Indicates the educational requirements for the job (not the educational background of the
incumbent)

Knowledge of telecom terminology is needed here. Also it is necessary to keep yourself

updated with the latest technology.

8. Skills/ Experience

• What activities must you perform with ease and precision?

 Prospecting
 Product research
 Researching your industry or the competition
 Technical knowledge of Nokia products
 Bid Management
 Creating strategy calls

Presales SPOC should be working between the delivery and sales team. Sales person from
onsite will be sending all the RFI, RFP and staff requirements to pre-sales person at offshore.

• Indicates the amount of experience needed to perform the job.

On initial level 2-3 years’ experience must be there in related to Sales department so as to
handle the technical proposals to the customers.

• What level of experience and skills are required for your position?

As a Solution Specialist at least 2-3 years of experience is mandate.

Skills to be Pre-sales Solution Specialist you’ll need:

 A solid technical background.

 Sound judgement and good business sense.
 Teamworking ability.
 The ability to build relationships with clients quickly.
 Analytical and problem-solving skills.
 Resilience and tenacity.
 Managing and interpreting customer requirements
 Negotiating and closing sales by agreeing terms and conditions
 Offering after-sales support services
 Analysing costs and sales
 Recording and maintaining client contact data

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 APPENDIX 2
COMPETENCY MAPPING

On a scale of 6. With 1 being Least and 6 being Maximum.

SKILLS REQUIRED 1 2 3 4 5 6
Communication Skills    
Team Working    
Customer Management    
Technical Knowledge    
Market Research    
IT Products    
Sales Pitch    
Research Skills     
Creativity     

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 REFERENCES

About Nokia. Retrieved from (About Nokia, 2018) https://en.wikipedia.org/wiki/Nokia

Job Skills for Solution Specialist. Retrieved from (O*Net, 2018) https://www.onetonline.org/

Job Description for Solution Specialist. Retrieved from (Job Hero, 2018)
https://www.jobhero.com/pre-sales-consultant-job-description/

Sample Interview questions. Retrieved from (İzmir University of Economics, 2018)

http://homes.ieu.edu.tr/nersoy/Job%20analysis%20interview%20questions.docx

Nokia Job Opportunities. Retrieved from (Nokia Careers, 2018)

https://careers.nokia.com/jobs/solution-specialist-20260

Bibliography
Varkkey, G. D. (2018). Human Resource Management-15th Edition. Pearson.

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 URKUND REPORT

https://secure.urkund.com/account/account/submitter/9239129-953561-275058

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