Business Developer Manager

As Business Developer, you lead and own the sales activities to either win a new logo (Greenfield) or to upsell into an existing account (Brownfield) in close collaboration with the Client Executive or any combination of the above (Hybrid). Candidates should take the time to read all the elements of this job advert carefully. Business Developers are linked to a certain SVP, or a multitude of SVPs and are accountable for developing and driving sales opportunities. A Business Developer can also work horizontally across all Strategic Value Propositions (SVPs) and only focus on 100% Greenfield accounts.

In your capacity, you will mainly, but not exclusively, work in collaboration with a Client Executive on (an) existing client(s) to position, develop, and sell solutions that meet Client(s) business requirements and drive customer outcomes. The Business Developer will evangelize the Orange SVPs, Strategy, and Vision both to internal and external stakeholders. They will, when relevant, align and involve a peer BD when they discover a Client need outside of their remit in terms of SVPs they would not cover.

The Business Developer can, when relevant/needed, call in the support of Solution Experts to design Orange Solutions and Services that support Clients to achieve their most challenging business goals and objectives. The Business Developer can either be specialized in a specific Strategic Value Proposition (SVP) and in that case will be part of the relevant SVP squad, or work Generic across all SVPs and/or work on Greenfield Accounts.

Key accountabilities:

• Establish, maintain, and grow profitable business relationships within OB Clients and/or Greenfield Accounts to Grow and Win healthy business as New/Get or 100% New.
• Ability to find New/Get business opportunities and uncover compelling reasons for customers to buy.
• Have and grow a solid, qualified pipeline of well-targeted opportunities with a high probability to win.
• Have an extended network within prospects/vendors/partners and/or have the skills/qualities it takes to acquire these.
• Collaborate and develop business with a diverse range of stakeholders with competing objectives within and across organizations.
• Have strict Sales discipline in keeping SFDC (CL) up to date with representative stage and accurate opportunity management related forecasting for business and resourcing purposes.
• Drive and follow up local lead generation campaigns - be a driving force in targeting new opportunities (Brownfield) and New Logos (Greenfield) through Local campaigns together with Marketing/Partner Teams.
• Develop a New/Incremental Pipeline of opportunities to be qualified.
• Follow-up Orange Business European Marketing campaigns New leads coming from Marketing campaigns for further development and transform into qualified opportunities.
• Where applicable, closely collaborate with the European Sales Development Representatives (SDRs) to drive specific Outbound Lead generation campaigns.
• Qualify and develop opportunities: Gather customer/business requirements and assess competitive landscape.
• Set Commercial strategy to maximize chances to win or qualify out early in the process.
• Engage with relevant customer stakeholders and/or in collaboration with Client Executive.
• Develop solutions with customer and partners in collaboration with Solution Leads and/or Experts.

Lead and own the creation of proposals:

• Co-ordinate and steer the bid team to the winning design defined disruptive and agile commercial strategy.
• Co-ordinate and steer the solutions team.
• Define a disruptive and agile commercial strategy on the opportunity.
• Own the internal commercial validation.
• Lead/own customer interaction on the opportunity/relationship. (Brownfield/Greenfield).
• Present and defend proposals.
• Communicate value/strategy clearly and concisely and persuades others to support an idea, agenda or course of action.
• Adapt proposals as required in the customer engagement process.
• Lead complex commercial and legal negotiations with the customer if when/where needed.
• Working within multi-disciplinary teams.
• If required, to build complex offerings based on sound commercial, technical and legal practice.

Maintain a strong business understanding of the SVP(s) you are responsible for embodies expert-level industry knowledge, anticipates industry disruptions and effectively communicates multi-technology domain market developments and the impact of change. Uses insights from multiple channels e.g. customers, partners, professional networking, events to spot and create new opportunities - have an extended network within prospects/vendors/partners and/or have the skills/qualities it takes to acquire these. Optimal customer intel/relationship and opening of Opportunities/Accounts.

Knowledge and abilities:

• Strong business and financial acumen skills with proven record of accomplishment in digital transformation.
• Business mentality, identify and hunt for new opportunities in existing Accounts/New Accounts.
• Good understanding of the telecoms and IT industries.
• Client focused with strong interpersonal & negotiation skills.
• Teambuilder, used to work with diverse cultures and work in a virtual matrix team environment.
• Able to innovate and find improved ways of doing things.
• Ability to sell complex projects that bring sustainable value for Orange Business and our customers.
• Comprehensive management experience, strong leadership skills and able to work under pressure.
• Passionate about the SVP(s) you are responsible for.
• Strategic thinker and able to act at CxO level.
• Experience with consultative selling approach.

Education, qualifications and certifications:

• Degree in business administration or technology (or other relevant area), or equivalent relevant experience with a demonstrable commitment to self-development.
• Ability to engage at all levels, including being comfortable with C-level interaction.

Languages:

• English as a minimum.

Experience:

• Minimum of 3 years of client-facing experience in the telecom or IT industry, depending on seniority level (or other equivalent area).
• Experience in high-level corporate sales of Managed and/or Integration services.
• Experience in leading Sales/Solution Teams throughout a sales cycle.
• Passion and understanding of digital transformation and the adjacent business outcomes.
• Understand market trends, technical and business issues associated with the communication/IT industry.
• International projects and collaboration with diverse teams and clients from around the world.