Account Manager - Hunter/New Business Development

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

• Engage with current and potential 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 or closure of Orange contracts (network services, solution sets, IS procurement, value added surround services).
• 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.
• Prepare regular analysis of competitor activity to understand market direction and potential impact on customer relationship, proactively look for opportunity to address need for cost reductions or technology refresh to achieve enhanced capability, improved efficiency, or pronounced market advantage
• Where appropriate, position consulting services as required to strengthen relationship by demonstrating Orange Business Services’ ability to bring intellectual value and advise; provide resolution of communications related problems through quality analysis in partnership with customer
• Organize and manage marketing initiatives for company and with Partners inclusive of workshops, conferences and social events that give Orange captive access to customers in an attempt to build rapport.
• Look to identify and coordinate the management of third parties that add value to proposed solutions; position Orange as the strategic integrator providing a unique value proposition for our clients.
• Responsible for customer reference generation
• Continuous Pipeline development and management against targets
• Prepare and present potential deals through qualification using the deal management approval process (DAC)
• Significantly grow the revenues year over year in line with targeted Orange Solutions.

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.