Job Description

About the role

Provides overall account management, account development, relationship and sales revenue development on large multi-national accounts. In support of solution development and delivery, responsible for coordination of work activities 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 to, as well as a broad understanding of the capabilities provided by Orange Business

.Key Accountabilities

• :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
• .Engage with customers at the Executive level to understand their overall strategy and key business drivers; develop a roadmap with the customer that facilitates progression towards the expansion of Orange products and 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
• .Thorough understanding of the customer's business and IT strategy; map these requirements to industry trends, as well as with existing and future customer requirements where Orange solutions can provide value
• .Accountable for overall client management, account development - growth, relationship and sales development. Working with the expanded team to design overall account strategy and directio
• nAct as customer advocate, accountable for escalation and proper customer positioning on all issues pertaining to customer satisfaction
• .Liaise with appropriate Business Units for subsequent actions pertaining to issues with the authority of representation across organizational and departmental boundaries. Awareness and understanding of escalations
• .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
• .Ensure accuracy and timeliness of reporting in / from systems

:­Sales pipeline in Salesforce/Customer Link

s­Revenue forecas

t­All regular and ad hoc sales reports and analysis as required from managemen

• tSignificantly grow the revenues year over year in line with targeted Orange Solution
• sPrepare and present potential deals through the deal management approval process (DAC

)
About Y

ou
Ability

• to:Engage and partner with customer at the Executive le
• velRecognize and assess customer’s key business drivers and challen
• gesQuantify and articulate costs/benefits of investment in strategic IT soluti
• onsDevelop level of credibility that positions Orange Business to collaborate on construction of customer business ca
• sesAbility to develop TCO and risk assessment documentation, which supports solution investment and quantifies bottom-line
• ROIProduce high quality written materials: Proposals, Business Cases, Organizational Plans, Presentations etc. conveying complex analysis and arguments concis

elyEducation, qualifications, and certificati

onsDegree in Business, Finance or other relevant field (or equivale

nt)Other (Desirab

• le)MBA or other relevant Graduate Deg
• reeMembership in related professional organizati
• onsCertifications / accreditation in relevant ar

easExperie

• nceminimum of 10 years experience in consultative selling and relationship management within multi-national compan
• iesProven track record in selling high dollar value services (5 or more years experience or equivale
• nt)Background in business consulting, process analysis design and improvement, and development of technology based business soluti
• onsUnderstanding of industry sector that the customer is in and associated strategies and business challeng
• es.Identification and development of key partners and vendor relationships to maximize Orange Business’ ability to provide total integrated solutions to the custom

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