About the role:This is a hybrid profile as it embraces overall account management, development, and sales revenue growth for a set of multi-national accounts, as well as in support of solution development and delivery, responsible for coordination of work activities that cross functional teams and business units. Build strong customer relationships and address customer requirements with appropriate communications solutions. The ideal candidate has a good understanding of the industry their customer belongs to, as well as a broad understanding of the capabilities provided by Orange Business.The role is also responsible for driving new business from new Enterprise clients who have had no previous significant business with Orange Business, effectively winning a new logo. You will engage and partner with customers at the Executive level to drive growth in Orange Business solutions by creating value and bringing innovation to a customer’s business. Through development of account strategy, solid business plans, understanding of market trends, you develop and secure new contracts for Orange Business. You will leverage existing relationships with SW/HW/OEM vendors and/or sales representatives to expand the customer engagement model and create opportunities where Orange Business can provide a unique business value to the customer.Key Accountabilities:Accountable for overall client management, account development - growth, relationship and sales development. Working with the expanded team to design overall account strategy and direction.Drives growth in revenue, margin and the number of services/solutions by increasing customer satisfaction and developing strategic relationships to align solutions to a customer's initiatives.Engage with customers to understand their overall strategy and key business drivers; develop a roadmap with the customer that facilitates progression towards the expansion of Orange services.Develop multi-level relationships to drive innovative solutions that provide value relative to the customer’s business needs; deepen and widen relationships with a long-term focus.Thorough understanding of the customer's business and IT strategy; map these requirements to industry trends, as well as with existing and future customer requirements where Orange solutions can provide value.Ensure customer engagement and responsiveness to business development needs through proactive periodic reviews with key contactsEnsure accuracy and timeliness of reporting in / from systems: Sales pipeline in Salesforce/Customer Links Revenue forecast All regular and ad hoc sales reports and analysis as required from ManagementSignificantly grow the revenues year over year in line with targeted Orange SolutionsManage the opportunity through the Global Bid Process through qualification which will include leading the opportunity through the Qualification Deal Acceptance Committee (DAC).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 – Provide updates and management of the territory's pipeline activity maintained in Customer Links/Salesforce.Secure qualified deals that achieve the agreed targets for TCV (total contract value), margin, and revenue targets.Act as an opportunity lead, orchestrating several teams/individuals for a specific opportunity pursuit. Build a 3-year business plan to double the business in Mexico detailing targets for customers, solutions, partners and operational needs.Requirements:Ability to:Engage and partner with customer Recognize and assess customer’s key business drivers and challengesQuantify and articulate costs/benefits of investment in strategic IT solutionsAbility to develop TCO and risk assessment documentation, which supports solution investment and quantifies bottom-line ROI (desirable)Have a good knowledge of OEMs ecosystem and solution: Cisco, Fortinet, Microsoft, etc.“Strategic Thinking”, "Customer Engagement," and "Sales Forecasting."Use English language (verbal and written) in the business and technical contextEducation, qualifications, and certifications> Degree in Engineer, Business, Finance or other relevant field (or equivalent)> Advanced/fluent English is mandatory> Other (Desirable)MBA or other relevant Graduate DegreeMembership in related professional organizationsCertifications / accreditation in relevant areasExperienceMinimum of 5 years of experience in consultative selling and relationship management within multi-national companies.Proven track record in selling high dollar value servicesUnderstanding of industry sector that the customer is in and associated strategies and business challenges (desirable)Identification and development of key partners and vendor relationships to maximize Orange Business’ ability to provide total integrated solutions to the customer.Work scheme: Hybrid
Job Title
Senior Account Manager