Business Development Manager

Job description / Role

About the role

Bring new business by establishing direct contact with the customers, have strong existing relationships with large scale accounts (across different functions), driving growth in orders and revenue. Enhance and maintain customer satisfaction by developing strategic relationships to align solutions to customers business and IT initiatives and needs; develop and manage the professionalism, best practices, and deliverables for each member of the extended account team, in order to distinguish Orange from other service providers.

• Generate new pipeline and new business (orders and revenues) by engaging with customers at various levels (operational, management, and executive level) to drive growth in Orange services/solutions by creating value and bringing innovation to a customers business. Map the market through an understanding of market trends and dynamics. Develop account strategy for various accounts, while considering the customers competitive landscape. Develop customer information repository with details on IT spends, current service providers, renewals, pain points, mapping with respective Orange solutions, etc., for all customers in the target market list.
• Leverage existing relationships with relevant ecosystem partners 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.
• Develop opportunities in the designated target market by identifying new sales opportunities, through contacting prospects and customers, through a combination of warm calling, premise visits, networking, lead generation, proposal submissions, and customer appointments.
• Engage with current and potential customers at multiple levels to understand their overall strategy and key business drivers; develop a roadmap with the customer that facilitates closure of Orange contracts (network services, solution sets, IS procurement, value-added surround services).

About you

• Proven record with strong reliable contacts and relationships with customers in large enterprises.
• Proven track record in sales of quota achievement.
• Sales hunter mentality to prospect, qualify and close new business.
• Strong understanding of the market and technology vendor landscape in digital infrastructure, security, managed service and digital experience.
• Engage and partner with customers and internal staff as required.
• Work in a virtual team environment.
• Identify and qualify revenue-generating opportunities.
• Draw upon experience and relationships to gain access to new accounts.
• Degree in business, finance or other relevant field (or equivalent).
• Master of business administration or other graduate-level degree.
• Membership in related professional organizations.
• Certifications/accreditation in relevant areas.

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• 15 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 companys product offering.
• Experience selling to, and management of, customers with managed services in the areas of WAN, LAN, hosting, messaging, security, and application performance optimization.
• People management - can act as a team lead on occasions coordinating/managing a group of individuals transversally for a specific opportunity. The team lead function would be within the region, however, it could be a global opportunity where coordination/management activity would cross regional boundaries.

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.

About the Company

Orange is one of the world’s leading telecommunications operators with sales of 43.5 billion euros in 2022 and 136,000 employees worldwide at 31 December 2022, including 75,000 employees in France. The Group has a total customer base of 287 million customers worldwide at 31 December 2022, including 242 million mobile customers and 24 million fixed broadband customers. The Group is present in 26 countries. Orange is also a leading provider of global IT and telecommunication services to multinational companies under the brand Orange Business.