Localité : Etats-Unies / Boston Domaine : Finance / comptabilité Niveau : Non precise
Ref : 557435 | 03 févr. 2020
Date limite de candidature : 02 juin 2020
St Paul, Etats Unis - United States
Leaflet
Votre rôle
Mission / role purpose
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. Build customer loyalty through consistent performance that can be leveraged by other Orange account teams to grow revenue.
Key accountabilities
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.
Significantly grow the revenues year over year in line with targeted Orange Solutions
Show consistent performance and service delivery in order to leverage customer references.
Engage with customers at the Executive level to understand their overall strategy and key business drivers; strive to develop a roadmap with the customer that facilitates progression towards the expansion of Orange services
Develop multi-level and multi-functional relationships (CEO, CFO, CIO and Business Unit Leaders) to drive solutions that are innovative and provide value / benefit relative to the customer’s respective business needs; deepen and widen relationships with a longer term focus.
Understand the customer'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.
Responsible for overall account management, account development, relationship and sales development. Working with the expanded team provide overall account strategy and direction
Serve as customer advocate, accountable for escalation and proper customer positioning on all issues pertaining to customer satisfaction with the authority of representation across organizational and departmental boundaries
Ensure maximum customer exposure and response to business development requirements through a proactive approach of periodic reviews with key contacts within the organization
Ensure that all account plans, organizational charts, and related documentation at both the executive summary level and line management detail level are kept current.
Insure accuracy and timeliness of reporting in / from systems:
Sales pipeline in START
Revenue forecast in Phoenix
All regular and ad hoc sales reports and analysis
responsibility to manage customer A/R
CSAT
Financial acumen including P&L level understanding
Ability to drive matrix managed teams higher level of business acumen
Prepare and present potential deals through the deal management approval process (DAC)
Grow the revenues year over year in line with targeted Orange Solutions
Financial – This position has revenue, margin, and order targets based on account assignment
People management -. Can act as a team lead on occasion coordinating / managing a number of individuals for a specific opportunity. The team lead function would be within region, however it could be a global opportunity where coordination / management activity would crosses regional boundaries.
Votre profil
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 personal relationships with software, hardware and consulting vendors in order to create more customer solutions.
Education, qualifications, and certifications
Degree in Business, Finance or other relevant field (or equivalent)
Other (Desirable)
Masters of Business Administration
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 a 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, 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.
Sales management experience.
Le plus de l'offre
The benefits of being Orange
Because Orange Business Services hires the best people, we work hard to provide benefits that make their lives better, so we offer a comprehensive benefit program which features:
health coverage for you and your family through medical, dental and vision plans
financial protection through disability, life, accidental death & dismemberment, andbusiness travel insurance
a 401(k) plan in which the company matches on a generous % you contribute
tax advantages through flexible spending accounts that allow you to pay for specific health-care and dependent care expenses with pre-tax dollars
to help you manage your work and life needs we offer an life assistance program, adoption assistance, tuition reimbursement, gym reimbursement, a group legal service plan
homeowner’s, automobile, cancer insurance, accident and pet insurance at group rates
a generous paid time off program in which the benefits increase along with your tenure with the company
When you join Orange Business Services, you do more than simply switch companies to advance your career. You become part of the Orange family, a group of talented women and men who drive innovation, embrace change, and celebrate the global community which is Orange.
Entité
Sales & Marketing Americas
Orange Business Services manages and integrates the complexity of international communications, freeing our customers to focus on the strategic initiatives that drive their business. Our extensive experience and knowledge in global communication solutions, together with our understanding of multinational business and local support in 166 countries and territories, ensure that our customers receive a consistent, global solution wherever they do business.
Contrat
Regular
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