about the role
Provides overall account management, account development, relationship and sales revenue development on large multi-national account. In support of solution development and delivery, responsible for coordination of work activities that cross functional teams and business units. In support of building strong customer relationships and addressing customer requirements with appropriate communications solutions, the Account Director has a strong understanding of the industry their customer belongs too, as well as a broad understanding of the capabilities provided by Orange Business Services. Drives growth in revenue, margin and the number of services/solutions by increasing customer satisfaction and developing strategic relationships to align solutions to a customer's Business and IT initiatives 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 Provide overall leadership and management of critical departments, resources, and processes relative to the customer including legal, product pricing, commercial management relative to contract agreements, price books, pricing tools, one-off deal specific bids, etc. and insure that the customer contract is kept up-to-date.
Engage and partner with customer at the Executive level
Recognize and assess customer's key business drivers and challenges
Quantify and articulate costs/benefits of investment in strategic IT solutions
Develop level of credibility that positions Orange Business Services to collaborate on construction of customer business cases
Ability to develop TCO and risk assessment documentation, which supports solution investment and quantifies bottom-line ROI
Produce high quality written materials: Proposals, Business Cases, Organizational Plans, Presentations etc. conveying complex analysis and arguments concisely
Ability to lead a large muntifunctional and multicultural team (dotted line) within a worldwide spread
Degree in Business, Finance or other relevant field (or equivalent)
Other (Desirable) MBA or other relevant Graduate Degree Membership in related professional organizations
Certifications / accreditation in relevant areas
Minimum of 10 years experience in consultative selling and relationship management within multi-national companies within IT or Telco Industry
Proven track record in selling high dollar value services (5 or more years experience or equivalent)
Background in business consulting, process analysis design and improvement, and development of technology based business solutions
Understanding of industry sector that the customer is in and associated strategies and business challenges
Identification and development of key partners and vendor relationships to maximize Orange Business Services' ability to provide total integrated solutions to the customer.
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.