New Business Account Manager

About the role

The New Business Account Manager drives business from new Enterprise clients who have had no previous significant business with Orange Business Services, effectively winning a new logo. He/She will engage and partner with customers at the Executive level to drive growth in Orange 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 an extended account team, you are to secure new contracts between Orange Business Services and the Enterprise.

He/She will leverage existing relationships with Software, Hardware and Consulting vendors and/or sales representative 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 including leading the opportunity and deal through all Deal Acceptance Committees.
• Deal Development - Provide leadership for deal shaping including the development of the financial pricing and analysis for all deals. Acts 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.
• Financial – Secure business to meet and surpass Total Contract Value, margin, and order targets based on account assignment.

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

Degree in Business, Finance or other relevant field (or equivalent)

Other (Desirable)

Masters 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, Hosting, Messaging, Security and Application Performance Optimization

Sales management experience.

Additional information

The benefits of being Orange

Department

Sales & Marketing Americas

Contract