Offers “Orange”

Expires soon Orange

Sales Expert IoT

  • Internship
  • Solva (Pembrokeshire)
  • Sales

Job description



about the role

The Sales Expert leads the business development and sales activities for the IOT domain within the country cluster that he/she is assigned to. He/she drives the growth of the IOT business by creating, identifying and driving business opportunities ensuring growth in target accounts, with following key accountabilities :

• Build and develop relationships with country sales and account management teams

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

• Take full ownership for IOT opportunities from lead generation up to signature.

• 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 IOT 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

• Fully accountable for closing IOT opportunities. 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 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 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

Education & qualifications :

• Master Degree from recognised university, school or college in a relevant area or acquired and demonstrated by experience

• Fluent in English, French or other European language is an added value

Experience :

• 12+ years’ experience in combination with 5 years min. experience either in consultative selling, product management, 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 (virtual teams) to achieve targets

• International work experience within Multinational companies

• Experience with systems integration, software development projects or cellular connectivy knowledge is a strong asset for the position.

Job skills & attitude

• Leadership

• Strong negotiation skills

• Teamwork

• Cross-Functional

• Self-Starter, autonomous

• Customer minded with customer facing skills

• Sense of responsibility & ownership : results minded, tenacity with a 'get it done' mind set

• Problem analysis/ problem solving minded

• Flexibility

• Creativity

• Pro-activity

• Communication skills

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 (CxO)

• 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

additional information

Knowledge of :

• ICT industry,

• Spotting opportunities across the client’s technology landscape which Orange & its larger ecosystem can effectively fulfill

• Having a clear vision about one or several verticals like industry, automotive, connected products and smart territories

• IoT business transformation projects and specially the IoT platforms and enablement ecosystems

• IOT connectivity such as cellular 2G-5G, LoRa or similar is considered a strong asset for the position

• Fundamentals in corporate finance

• Fundamentals in marketing

• Orange Business Services products, services, processes and tools

• Ready to travel 30% of the time

department

Sales & Marketing Europe

contract

Regular

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