Sales Expert

Job description

about the role

Build and develop relationships with country sales and account management teams

Support the Account Manager (AM) in the areas of: lead generation, opportunity identification, definition and qualification, promotion, negotiation, and closing on large, complex opportunities/bids

Hunt and Lead a set of opportunities with full accountability (upon delegation from AM).

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.) and local/global Solution Experts. 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 the Contact Center portfolio

Develop partnerships and work with our partner’s local sales team to identify opportunities

Identify and manage third parties within proposed solutions ; position Orange as the solution integrator showing all added value services on top of Contact Center Solutions

Own responsibility for deal closure and be a contributor / account team member on multi services deals as expertise is required

Provide accurate forecasts of strategic and tactical opportunities.

Make sure all information systems –OBS  are updated with the relevant information describing the opportunity and the signed contracts.

Sensitive to our margins and our value, the Sales Expert aims at defending a customer business case, which is both competitive and delivers financial value to Orange Business Services.

Lead activities with Sales Enablement Team to develop the pipeline. This can include the drive of specific programs to support the pipeline, sometimes with our key partners

Consolidate customer requirements to prioritize product developments. While providing those as an input to the product management team for industrialization, he/she also looks at replicating successes and developing “best practices” with the purpose of improving sales, profitability and of reducing development time.

Maximize contracts value by up-selling and cross-selling more Orange products and services to existing customers

about you

Ability to:

• work with and collaborate in multi-functional & multicultural, geo dispersed teams (sales, product, marketing, engineering, consultants).

• engage and partner with internal and external customers and suppliers at an executive level

• lead initiatives and transversal programs through leadership in a matrix organization that depends on a number of external and internal functions

• interact with customers at a senior or executive level

• analyze and understand complex situations from multiple angles (marketing, technical, organizational, financial, human) propose solutions, and summarize them at an executive level when executive support or approval is required

• analyze business case to present and defend to senior management

 

Knowledge of :

- ICT industry,

- Customer experience: excellent knowledge of Contact Center Services: Cisco, Genesys, Avaya, IVR (Interactive Voice Response), Voice & Collaboration management

- Good knowledge of Contact Center evolutions including Chat and AI

- RFI, RFQ

- end2end solutions

- Analytics development project is an asset

- fundamentals in corporate finance

- fundamentals in marketing

- Orange Business Services Collaboration products

- Orange Contact Center  portfolio in details

- Orange Business Services products, services, processes and tools

- Ready to travel 30% of the time

additional information

5-10 years’ experience in combination with:

• 3 years min. experience either in consultative selling, or technical management within multi-national ICT companies (preferably a Service Provider or System Integrator) with sound understanding of operational, technical, and business aspects within one’s area of expertise.

• demonstrated leadership within virtual teams to achieve targets

• international work experience within Multinational companies

department

Sales & Marketing Europe

contract

Regular