Engage with customers at the Executive level to understand their overall strategy and key business drivers; strive to develop a roadmap with the customer that facilitates progression towards the expansion of Orange services
Through the sale of add on services and optimal portfolio mix achieve and exceed account targets
Develop multi-level and multi-functional relationships (CEO, CFO, CIO and Business Unit Leaders) to drive solutions that are innovative and provide value / benefit relative to the customer’s respective business needs; deepen and widen relationships with a longer term focus.
Strong customer alliance ensures proper positioning of Orange executive sponsors with key customer stakeholders for productive bi-annual / annual reviews
Understand the customer’s business and IT strategy; map these requirements to industry trends, as well as with existing customer requirements where Orange solutions have helped provide value.
Increased revenues from distinguishing Orange as providing value add services verses the other vendors “selling” just products.
Responsible for overall account management, account development, relationship and sales development. Working with the expanded team provide overall account strategy and direction
Strong and consistent leadership results in a more effective team delivery as a result of common direction, strategy and team objectives
Serve as customer advocate, accountable for escalation and proper customer positioning on all issues pertaining to customer satisfaction with the authority of representation across organizational and departmental boundaries
Assurance of consistent and accurate customer representation in the timely resolution of all outstanding issues (technical, financial, reporting, etc) resulting in increased customer satisfaction.
Ensure maximum customer exposure and response to business development requirements through a proactive approach of periodic reviews with key contacts within the organization
Continue customer involvement enables early identification and qualification of opportunity and positioning of communication solutions, thus helping to offsets the customer need for issuing RFPs
Ensure that all account plans, organizational charts, and related documentation at both the executive summary level and line management detail level are kept current.
Ability to respond quickly to customer needs at the appropriate level and through proper channels
Provide overall leadership and management of critical departments, resources, and processes relative to the customer including legal, product pricing, commercial management relative to contract agreements, price books, pricing tools, one-off deal specific bids, etc. and insure that the customer contract is kept up-to-date.
Insure accuracy and timeliness of reporting in / from systems:
¦ Sales pipeline in START
¦ Revenue forecast in Phoenix
¦ All regular and ad hoc sales reports & analysis
As required provide concise and professional presentations to customer and Orange Business Services management
Financial – This position is has revenue, margin, and order targets based on account assignment
¦ Leader coordinating / managing a number of individuals in support of an account
¦ Provide day-to-day guidance and mentoring to new and existing staff
¦ Manage project specific teams as required
knowledge and abilities
¦ Engage and partner with customer at the Executive level
¦ Recognize and assess customer’s key business drivers and challenges
¦ Quantify and articulate costs/benefits of investment in strategic IT solutions
¦ Develop level of credibility that positions Orange Business Services to collaborate on construction of customer business cases
¦ Ability to develop TCO and risk assessment documentation, which supports solution investment and quantifies bottom-line ROI
¦ Produce high quality written materials: Proposals, Business Cases, Organizational Plans, Presentations etc. conveying complex analysis and arguments concisely
education, qualifications, and certifications
Degree in Business, Finance or other relevant field (or equivalent)
minimum of 10 years experience in consultative selling and relationship management within multi-national companies
Proven track record in selling high dollar value services (5 or more years experience or equivalent)
Background in business consulting, process analysis design and improvement, and development of technology based business solutions
Understanding of industry sector that the customer is in and associated strategies and business challenges.
Identification and development of key partners and vendor relationships to maximize Orange Business Services’ ability to provide total integrated solutions to the customer.
¦ MBA or other relevant Graduate Degree
¦ Membership in related professional organizations
¦ Certifications / accreditation in relevant areas
Sales & Mktg – Indirect & MEA
Orange Business Services manages and integrates the complexity of international communications, freeing our customers to focus on the strategic initiatives that drive their business. Our extensive experience and knowledge in global communication solutions, together with our understanding of multinational business and local support in 166 countries and territories, ensure that our customers receive a consistent, global solution wherever they do business.