About the Role:-

Drive growth in revenue, margin and the number of services/solutions by increasing customer satisfaction and developing strategic relationships to align solutions to customer's Business and IT initiatives; develop and manage the professionalism, best practices and deliverables for each member of the extended account team, in order to distinguish Orange from other partners.

• Develop an account team score card in each discipline to level set the key deliverables, expectations, and success criteria for a satisfied customer.
• Understand the client's business and IT strategy; map these requirements to industry trends, as well as with existing customer requirements where Orange solutions have helped provide value.
• Organize a communication plan to track progress and development. This will include tactical meetings, monthly executive review meetings and quarterly strategic business review workshops.
• Champion customer internally to improve processes and grow revenue.
• Create a resource engagement plan to ensure visibility of Orange within the client's organization. The intent is to make Orange a widely known partner, as organizations tend to leverage existing relationships.
• Develop and lead a tactical and strategic plan for the extended account team including regular meetings to track progress.
• Grow the revenues year over year in line with targeted Orange Solutions
• Show consistent performance and service delivery in order to leverage customer references.
• Prepare and present potential deals through the deal management approval process (DAC)

knowledge and abilities

Ability to:

• engage and partner with customer 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.

education, qualifications, and certifications

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

Other (Desirable):

• Membership in related professional organizations
• Certifications /accreditation in relevant areas

experience

• 3 to 5 years experience in consultative selling and relationship management within multi-national companies
• Experience selling communications solutions and value add services
• 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, VoIP, infrastructure management, mobility, outsourcing/out-tasking
• Understanding of the industry sector and key customers in that sector inclusive of related strategies and business challenges
• Partnering with software, hardware and consulting vendors, who have a multi-national customer base.

Financial – This position has revenue, margin, and order targets based on account assignment