What are the responsibilities and job description for the Account Manager - Hunter/New Business Development position at Orange Business?
about the role
Mission - Your mission is drive business from new Enterprise clients who have had no previous significant business with Orange Business Services, effectively winning a new logo. You will engage and partner with customers at the Executive level to drive growth in Orange Business Services / solutions by creating value and bringing innovation to a customer's business. Through development of account strategy, solid business plans, understanding of market trends, the customer's competitive landscape, and teaming within a sales director extended account team, you prosecute opportunities thru to qualification where you will hand off opportunities that will enable the sales directors, their teams and our Business Partners to secure new contracts between Orange Business Services and the Enterprise.
You will leverage existing relationships with Software, Hardware, and Consulting vendors and / or sales representatives to expand the customer engagement model and create opportunities where Orange can engage a third party to provide a unique business value to the customer.
Main Activities
- Opportunity Management - Managing the customer relationship based upon direction and opportunity of new projects or technologies
- Global Bid Process Management - Manage the opportunity through the Global Bid Process thru qualification which will include leading the opportunity through the Qualification Deal Acceptance Committee.
- Deal Development - Provide leadership for initial deal shaping including the development of the initial deal strategy. Through deal qualification, you will act as the customer interface for developing deal creativity and financing solutions / options.
- Portfolio Expansion - Maximize deal opportunity size by adding additional services into each sale.
- Pipeline Management - weekly updates and management of the territory's pipeline activity will be maintained in Customer Links.
- Financial - Secure qualified deals that achieve the agreed targets for Total Contract Value, margin, and order targets based on account assignment.
Key Accountabilities
about you
Knowledge and Abilities
Ability to :
identify and qualify revenue generating opportunities
work in a virtual team environment.
engage and partner with customer and internal staff as required.
draw upon experience and relationships to gain access to new accounts.
experience selling collaboration and networking tools (examples : Microsoft Teams, NICE / IC, Genesys, Zoom) and working with partners to sell to customers
Education, Qualifications and Certifications
Degree in Business, Finance or other relevant field (or equivalent)
Other (Desirable)
Master of Business Administration or other graduate level degree
Membership in related professional organizations
Certifications / accreditation in relevant areas
Experience
6 to 10 years experience in consultative selling to, and relationship management of, large multi-national corporations.
Experience in creating solutions for customers based on their business and IT initiatives rather than on an individual company's product offering.
Proven track record in sales of quota achievement
Experience selling to, and management of, customers with managed services in the areas of WAN, LAN, Network Transformation, Digitalization, Hosting to include Cloud, Messaging, Security and Application Performance Optimization
Hunting sales management experience.
additional information
department
Orange Business International
Orange Business 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
