KEY ACCOUNTABILITIES:

• Accountable for overall client management, account development - growth, relationship and sales development. Working with the expanded team to design overall account strategy and direction.
• Drives growth in revenue, margin and the number of services/solutions by increasing customer satisfaction and developing strategic relationships to align solutions to a customer’s initiatives.
• Engage with customers to understand their overall strategy and key business drivers; develop a roadmap with the customer that facilitates progression towards the expansion of Orange services.
• Develop multi-level relationships to drive innovative solutions that provide value relative to the customer’s business needs; deepen and widen relationships with a long-term focus.
• Thorough understanding of the customer’s business and IT strategy; map these requirements to industry trends, as well as with existing and future customer requirements where Orange solutions can provide value.
• nsure customer engagement and responsiveness to business development needs through proactive periodic reviews with key contacts
• Ensure accuracy and timeliness of reporting in / from systems:
  Sales pipeline in Salesforce/Customer Links
  Revenue forecast

All regular and ad hoc sales reports and analysis as required from Management

• Significantly grow the revenues year over year in line with targeted Orange Solutions
• Manage the opportunity through the Global Bid Process through qualification which will include leading the opportunity through the Qualification Deal Acceptance Committee (DAC).
• 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 – Provide updates and management of the territory’s pipeline activity maintained in Customer Links/Salesforce.
• Secure qualified deals that achieve the agreed targets for TCV (total contract value), margin, and revenue targets.
• Act as an opportunity lead, orchestrating several teams/individuals for a specific opportunity pursuit.
• Build a 3-year business plan to double the business in Mexico detailing targets for customers, solutions, partners and operational needs.

EDUCATION, QUALIFICATIONS, AND CERTIFICATIONS

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

Other (Desirable)

• MBA or other relevant Graduate Degree
• Membership in related professional organizations
• Certifications / accreditation in relevant areas

EXPERIENCE

• Minimum of 5 years of experience in consultative selling and relationship management within multi-national companies.
• Proven track record in selling high dollar value services
• Understanding of industry sector that the customer is in and associated strategies and business challenges (desirable)
• Identification and development of key partners and vendor relationships to maximize Orange Business Services’ ability to provide total integrated solutions to the customer.

Please refer the Job description for details