At a Glance
- Tasks: Lead sales activities to win new clients or upsell existing accounts.
- Company: Join Orange Business, a global network and digital integrator with 30,000+ employees.
- Benefits: Enjoy a dynamic work environment with opportunities for growth and collaboration.
- Why this job: Be part of a team that drives digital transformation and shapes business strategies.
- Qualifications: 3+ years in client-facing roles within telecom or IT; degree in business or technology preferred.
- Other info: Work with diverse teams globally and engage at C-level interactions.
The predicted salary is between 43200 - 72000 £ per year.
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). 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. A 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.
- Optimal customer intel/relationship and opening of Opportunities/Accounts.
About you:
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.
Department: Orange Business International
Orange Business is a network and digital integrator that understands the entire value chain of the digital world, freeing our customers to focus on the strategic initiatives that shape their business. Every day, you will collaborate with a team dedicated to providing consistent, sustainable global solutions, no matter where our customers operate. With over 30,000 employees across Asia, the Americas, Africa, and Europe, we offer a dynamic environment to develop and perfect your skills in a field filled with exciting challenges and opportunities.
Account Manager - Senior employer: Orange SA
Contact Detail:
Orange SA Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Account Manager - Senior
✨Tip Number 1
Network actively within the telecom and IT industries. Attend industry events, webinars, and conferences to meet potential clients and partners. Building relationships can lead to valuable opportunities and insights that will help you in your role as an Account Manager.
✨Tip Number 2
Familiarise yourself with Orange Business's Strategic Value Propositions (SVPs). Understanding these will enable you to effectively communicate their value to clients and tailor your sales strategies accordingly, making you a more compelling candidate.
✨Tip Number 3
Demonstrate your consultative selling skills in conversations. Practice articulating how you would engage with clients to uncover their needs and develop tailored solutions. This will showcase your ability to drive sales and build strong client relationships.
✨Tip Number 4
Stay updated on market trends and digital transformation initiatives. Being knowledgeable about current challenges and innovations in the telecom and IT sectors will position you as a thought leader and enhance your credibility with potential clients.
We think you need these skills to ace Account Manager - Senior
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in business development and sales, particularly in the telecoms and IT industries. Use specific examples that demonstrate your ability to establish and grow profitable business relationships.
Craft a Compelling Cover Letter: In your cover letter, express your passion for digital transformation and how your skills align with the role of Account Manager. Mention your experience with consultative selling and your ability to engage with C-level stakeholders.
Showcase Your Achievements: Quantify your achievements in previous roles, such as the number of new accounts won or revenue generated. This will help illustrate your strong business acumen and success in driving sales opportunities.
Research the Company: Familiarise yourself with Orange Business International and their Strategic Value Propositions (SVPs). Understanding their business model and recent developments will allow you to tailor your application and demonstrate your genuine interest in the company.
How to prepare for a job interview at Orange SA
✨Research the Company and Industry
Before your interview, make sure to thoroughly research Orange Business and the telecoms and IT industries. Understand their Strategic Value Propositions (SVPs) and recent developments. This knowledge will help you demonstrate your interest and ability to engage at a CxO level.
✨Prepare for Scenario-Based Questions
Expect questions that assess your problem-solving skills and ability to handle complex sales situations. Prepare examples from your past experience where you've successfully identified new business opportunities or navigated challenging negotiations.
✨Showcase Your Networking Skills
Highlight your ability to build and maintain relationships within the industry. Be ready to discuss how you've leveraged your network to uncover new opportunities or collaborate with diverse stakeholders in previous roles.
✨Demonstrate Your Sales Discipline
Be prepared to discuss your approach to maintaining an accurate sales pipeline and using tools like SFDC for opportunity management. Show that you understand the importance of data-driven decision-making in driving sales success.