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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.
• 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.