Account Manager - Senior

votre rôle

As Business Developer, you lead and own the sales activities to either win a new logo (Greenfield) or to upsell into an existing account (Brownfield) in close collaboration with the Client Executive or any combination of the above (Hybrid)

Business Developers are linked to a certain SVP, or a multitude of SVP’s and are accountable for developing and driving sales opportunities: 

A Business Developer can also work horizontally across all Strategic Value Propositions (SVPs) and only focus on 100% Greenfield accounts.

In your capacity, you will mainly, but not exclusively, work in collaboration with a Client Executive on (an) existing client(s) to position, develop, and sell solutions that meet Client(s) business requirements and drive customer outcomes. The Business Developer will evangelize the Orange SVPs, Strategy, and Vision both to internal and external stakeholders. They will, when relevant, align and involve a peer BD when they discover a Client need outside of their remit in terms of SVPs they would not cover.

A Business Developer can, when relevant/needed, call in the support of Solution Experts to design Orange Solutions and Services that support Clients to achieve their most challenging business goals and objectives. 

The Business Developer can either be specialized in a specific Strategic Value Proposition (SVP) and in that case will be part of the relevant SVP squad, or work Generic across all SVP’s and/or work on Greenfield Accounts.

Key accountabilities:

Establish, maintain, and grow profitable business relationships within OB Clients and/or Greenfield Accounts to Grow and Win healthy business as New/Get or 100% New

Ability to find New/Get business opportunities and uncover compelling reasons for customers to buy

Have and grow a solid, qualified pipeline of well targeted opportunities with a high probability to win

Have an extended network within prospects/vendors/partners and/or have the skills/qualities it takes to acquire these

Collaborate and develop business with a diverse range of stakeholders with competing objectives within and across organizations

Have strict Sales discipline in keeping SFDC (CL) up to date with representative stage and accurate opportunity management related forecasting for business and resourcing purposes

Drive and follow up local lead generation campaigns - be a driving force in targeting new opportunities (Brownfield) and New Logos (Greenfield) through Local campaigns together with Marketing/Partner Teams

Develop a New/Incremental Pipeline of opportunities to be qualified

Follow-up Orange Business European Marketing campaigns                

New leads coming from Marketing campaigns for further development and transform into qualified opportunities

Where applicable, closely collaborate with the European Sales Development Representatives (SDRs) to drive specific Outbound Lead generation campaigns

Qualify and develop opportunities:

Gather customer/business requirements and assess competitive landscape

Set Commercial strategy to maximize chances to win or qualify out early in the process

Engage with relevant customer stakeholders and/or in collaboration with Client Executive

Develop solutions with customer and partners in collaboration with Solution Leads and/or Experts.

Lead and own the creation of proposals:

Co-ordinate and steer the bid team to the winning design defined disruptive and agile commercial strategy

Co-ordinate and steer the solutions team

Define a disruptive and agile commercial strategy on the opportunity 

Own the internal commercial validation

Lead/own customer interaction on the opportunity/relationship. (Brownfield/Greenfield)

Present and defend proposals

Communicate value/strategy clearly and concisely and persuades others to support an idea, agenda or course of action

Adapt proposals as required in the customer engagement process

Lead complex commercial and legal negotiations with the customer if when/where needed 

Working within multi-disciplinary teams

If required, to build complex offerings based on sound commercial, technical and legal practice 

Maintain a strong business understanding of the SVP(s) you are responsible for embodies expert-level industry knowledge, anticipates industry disruptions and effectively communicates multi technology domain market developments and the impact of change

Uses insights from multiple channels e.g. customers, partners, professional networking, events to spot and create new opportunities-have an extended network within prospects/vendors/partners and/or have the skills/qualities it takes to acquire these. 

Optimal customer intel/relationship and opening of Opportunities/Accounts