Account Manager

2 weeks ago

Troy, United States Orange Business Full time
Company mission statement

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.

About the role

The Sr Account Manager is to 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.

People management - Act as an opportunity lead, coordinating / managing a number of individuals for a specific opportunity pursuit. The team lead function would be within region, however it could be a global opportunity where coordination / management activity would cross regional boundaries.

About you

Knowledge and Abilities

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

The benefits of being Orange

Because Orange Business Services hires the best people, we work hard to provide benefits that make their lives better, so we offer a comprehensive benefit program which features:

• Health coverage for you and your family through medical, dental, vision plans
• Financial protection through disability, life, accidental death and dismemberment, and business travel insurance
• A 401(k) plan with company match
• Tax advantages through a health savings account, health and flexible spending accounts that allow you to pay for specific health-care and dependent care expenses with pre-tax dollars
• To help you manage your work and life needs we offer an employee assistance program, adoption assistance, tuition reimbursement, a healthy living reimbursement program, and a group legal service plan
• Homeowner's, automobile, critical illness, accident, hospital indemnity, ID Theft and pet insurance at group rates
• A generous paid time off program in which the benefits increase along with your tenure with the company; we also offer time off for participating in community service
- Wellness initiatives that support the holistic wellness needs of our employees

When you join Orange Business Services, you become part of the Orange family, a group of people who drive innovation, embrace change, and celebrate the global community which is Orange. Our culture values the diverse contributions of all backgrounds and recognizes that work/life balance is key to the success of our people and customers. People at Orange are at the heart of our strategic ambition and co-create a future forward company that supports growth and career development.

Equal Employment Opportunity

Orange Business is an Equal Opportunity Employer. We are committed to a diverse workforce and do not discriminate on the basis of age, gender, race, ethnic origin, sexual orientation, gender identity or gender expression, religion/belief, national origin, marital status, disability or veteran status.

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