about the role
Primary focus is that of business development within Integration Services (IS) area of expertise.
The IS Sales Expert provides support to the Account Manager (AM) in the areas of: lead generation, opportunity identification, definition and qualification, promotion, negotiation, and closing on large, complex opportunities/bids.
The IS Sales Expert will also lead a set of small/medium opportunities with full accountability (upon delegation from AM).
Build and develop relationships with country sales and account management teams
Work with the Account Manager to identify, define and qualify opportunities to ensure growth in target accounts. Responsible for supporting the accounts in the sale of the end-to-end IS portfolio of Orange services related to the Sales Expert's specific area of expertise. End-to-end IS portfolio could include equipment resale, maintenance services, field services, consulting and service management services (ie. infrastructure audits or discovery, maintenance inventory management, etc.).
Support account management team in defining scope of solution and creating compelling customer-specific propositions by creatively bundling our services capability and those available through third party vendors.
In support of Account Managers, proactively drive innovation and value-creation for the customer by bringing intellectual value and consultative advice to key customers that enable differentiated positioning with competitors.
Sales Expert has a strong relationship with central domain teams (Marketing, Product Development, etc.). Provide relevant input / feedback based on customer requirements. Note and escalate service development required to meet customer needs.
Stay abreast of market-developments, trends, competitors landscape, market-based price for the Sales Expert's specific area of expertise
Support development of value propositions to customer that are transversal to IS portfolio
Develop partnerships and work with our partner’s local sales team to identify opportunities (Orange strategic/key partners include Cisco, Riverbed, Fortinet, Checkpoint, Polycom, etc.). Manage pipeline with partners through regular business/pipeline review.
The IS Sales expert will own responsibility for deal closure as designated by the SOA (schedule of authority) on Simple (ie. Request for Quotation) and Local bids (RFI/RFPs using country resources and based on a mono-domain, ie. IS solution) unless it is delegated back to the APM.
The IS sales expert will be a requested contributor to regional bids which are more complex RFI/RFPs and based on multi-domain solutions.
Provide accurate forecasts of strategic and tactical opportunities.
Support the Account Manager as required with the following tasks:
§ preparation of an annual business plan and monitoring of performance against established targets.
§ preparation of solution pipeline and order forecasts with periodic status.
§ implementation of pricing models that balance value to the customer and profitability to Orange.
Maintain a high degree of knowledge for Orange Business Services products, services and solutions sets that have integration / alignment with area of expertise.
Strong background in Integration Services / Equipment sales for a reseller / distributor
•Extensive Cisco equipment and services sales expertise – knowledge of tools, programmes, discounts, account manager interaction.
•Deal shaping knowledge on a global basis – tax, billing, import/export regulations
•Licence sales experience particularly Cisco EAs and/or Security.
Sales & Marketing Europe
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.