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Business Partner - Strategic Deals
Orange
New York, NY, United States
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about the role
Build and manage a solid organization to pursue large and complex deals.
Secure internal credibility particularly vis-à-vis the Sales channel, Product, Operations and Finance
• Define and own the bid strategy and tactics with the account team to most effectively build a successful sales campaign including ability to develop a disruptive / creative approach
• Understand the impact of operations, and how to develop a winning strategy to close the deal (including commercial, legal, solution and competition analysis)
• Engage at C level and understand strategic business issues
• Help to identify key flows within the Business (Supply Chain, channel.
• Leverage experience from peers in the same vertical or from other engagements across Orange
• Position Orange business values against client business objectives
• Complex deal construction & leverage solution selling experience.
Business Development
• Identify future opportunities High Potential – Incubator accounts
• BP drives the Opportunity whereas AM/AD are responsible for relationship with customer
• Joint sales planning, developing relationships with targeted clients/prospects
• Support/provide (if applicable) high level sales calls and consultative selling
• Develop and realize contact strategies towards client Board level management
• Prepare client Total Cost of Ownership (TCO) economics analyses
• Contribute to, or actually deliver, formal Joint Opportunity Assessment (JoA) type studies with the prospect
• Pre-Qualification of a deal
Deal Shaping
• As commercial deals are rarely static in terms of scope, the Business Partner is responsible for permanently shaping the scope of the deal commercially (Business Case) as part of the Sales Strategy vis-à-vis : the client, competitors, potential partners, subcontractors and internal suppliers (Sales Channel, Client Programs, Operations, Product, etc) and other internal stakeholders (Finance, Tax, Legal, Sourcing, etc)
Sales Strategy
• Responsible for development of a Winning Sales Strategy in collaboration with the core bid team and all internal stake holders that seduces and convinces the client.
◦ This deliverable includes writing a formal Sales Strategy (e.g. Target Commercial Scope, Value Proposition, Why Orange ?, Client Contact Strategy, Partnership Strategy, Competition Mitigation Strategy, High Level and Winning Price Strategy, Deal Critical Success Factors, etc.).
• The Sales Strategy is a "living" deliverable and is modified/updated by the Business Partner throughout the pre-sales cycle.
• The Business Partner continually sells and communicates to the client/prospect in line with the Sales Strategy and continually communicates the Sales Strategy internally to all internal stakeholders, including Senior Management in order to secure internal alignment and buy-in to the target deal.
Deal Qualification
• Responsible for leading the formal qualification of the Large Projects deal. This includes managing the preparation and presentation of all formal Bid Process Qualification elements necessary in order for a good-quality Bid/No-Bid decision to be made.
• The Business Partner is responsible for re-invoking the formal Bid/No-Bid process throughout the pre-sales cycle in light of any evolution which may render the original Bid/No-Bid decision incomplete.
Support Sales Team
• Understand the Business Drivers of a target company or account
• Help to identify key flows within the Business (Supply Chain, channels,…)
• Leverage experience from peers in the same vertical or from other engagements across Orange
• Position Orange business values against client business objectives
• Define the bid strategy and tactics with the account team to most effectively build a successful sales campaign including ability to develop a disruptive / creative approach
• Leverage solution selling experience into large and complex deals with long sales cycles
• Engage at C level and understand strategic business issues
• Understand the impact of operations, and how to develop a winning strategy to close the deal (including commercial, legal, solution and competition analysis)
Commercial Expertise
• Ability to read an annual report and balance sheet
• Working with commercial management to deliver effective Business Case financial engineering that contributes to the achievement of corporate financial objectives
• Knowledge of P & L methodologies whether cloud based, service based or unit based
• An ability to integrate the financial objectives of a Customer into the Business Case (Opex model, financial ramp up, forex & tax considerations,…)
• They will bring deal making capability to the engagement
• The BP will have a clear understanding of the sales governance process (Pre-DAC, DAC etc) within Orange, and will be responsible for taking the deal process from inception to signature obtaining the appropriate sign off from accountable parties at M1 level through the deal cycle
Ensuring strategic partners are engaged and committed in accordance with the deal strategy.
• Responsible for negotiation strategy with all key external partners.
• In coordination with the relevant supporting functions (Legal, Sourcing, Operations, etc.), the Business Partner is responsible for the preparation and negotiation of all relevant deliverables to materialize the partnerships such as Scope Of Work papers, Letters of Intent, Memorandums of Understanding, Teaming Agreements, Non-Disclosure Agreements, etc.
Closing the deal
• Executive lobbying (throughout the deal), lobbying Partners
• Sell to clients internal clients
• Set-up of implementation team
• Organize testimonial/contact visits to reference clients, relevant internal centers (e.g. R&D centers, Customer Service centers, etc) etc.
• Secure the signature of a win-win contract.
Handing Over to Post-Sales
• In addition to the inclusion of post-sales personnel within the pre-sales cycle, the Business Partner is responsible for handing over the signed contract to the nominated ABU Manager and team.
• This may involve formal handover deliverables (e.g. Handover meetings) and informal support to the ABU team for potentially considerable time after contract signature.
Dimensions
• Creating and reporting to an internal Executive Sponsor and/or deal Executive Management Committee
• Creating and Managing a Core Bid Management Team typically including at least, the Account Manager, the Engagement Manager, the Solution Director, the Commercial Manager and the ABU/Post-Sales Representative
• Jointly animating the Bid Launch meeting with the Engagement Manager.
• Ensuring strategic partners are engaged and committed in accordance with the deal strategy.
• Responsible for negotiation strategy with all key external partners.
• In coordination with the relevant supporting functions (Legal, Sourcing, Operations, ...), the Business Partner is responsible for the preparation and negotiation of all relevant deliverables to materialize the partnerships such as Scope Of Work papers, Letters of Intent, Memorandums of Understanding, Teaming Agreements, Non-Disclosure Agreements, etc.
• Define and realize a relationship strategy between the management of Orange Business Services and the management of all relevant and critical 3rd parties in order to secure alignment and executive engagement as necessary.Define a Negotiation Strategy and permanently ensuring that this strategy is understood and adhered to by all pre-sales or Management personnel engaged in client negotiation-contact during the bid.Negotiating Internally & with the client in line with the company accorded negotiation mandate.Define and lead execution of an internal negotiation strategy with the Management of all key internal stakeholders in order to secure alignment as necessary (a) to the Sales Strategy during pre-sales, and (b) to Contract delivery during post-sales.
◦ This includes successfully presenting the deal internally to and through all formal contract sign-off "gates" (e.g. Investment Committees) and obtaining a ("winning") negotiation mandate from senior internal management.
• Re-invoke the formal contract sign-off "gates" (e.g. Investment Committees) if the Business Partner anticipates a need to request redefinition of the negotiation mandate in view of negotiations
about you
Experience
• Industry Expertise typically gained over 10 to 25 years of experience in the telecom and / or IT industry
• In depth knowledge and insight into the workings, methods and skills of an IT Services company
• Pre-sales, and post-sales, knowledge of Outsourcing / Out-tasking and / or complex integration projects, involving subcontractors, Third Party Vendors, Partners etc
• Good understanding and experience of managing projects with significant transformational impact
• Excellent interpersonal skills as both a team leader and as a subject matter expert in a team setting. Ability to foster teamwork
• Proven leadership in the outsourcing and scoping of projects in a global, matrix environment, including the ability to lead and influence teams to deliver on business objectives.
• Strong command of outsourcing management skills and principles and expertise in category management capabilities and methodologies.
• Ability to work at board level and understand strategic business issues.
• Pre-sales, and ideally post-sales, knowledge of Outsourcing and/or complex Integration Projects
Education, Qualifications, Certifications
• University Degree in business, science, or equivalent relevant experience. MBA preferred
• MS Office, especially Access & Excel, power pivots
• Languages: English fluently
additional information
the benefits of being Orange
Because Orange Business Services hires the best people, we work hard to provide benefits that make their lives better, so we offer a comprehensive benefit program which features:
• health coverage for you and your family through medical, dental, and vision plans
• financial protection through disability, life, accidental death and dismemberment, and business travel insurance
• a 401(k) plan with company match
• tax advantages through flexible spending accounts that allow you to pay for specific health-care and dependent care expenses with pre-tax dollars
• to help you manage your work and life needs we offer a life assistance program, adoption assistance, tuition reimbursement, gym reimbursement, a group legal service plan
• homeowner’s, automobile, critical illness, accident, hospital indemnity, ID Theft and pet insurance at group rates
• a generous paid time off program in which the benefits increase along with your tenure with the company
When you join Orange Business Services, you do more than simply switch companies to advance your career. You become part of the Orange family, a group of talented women and men who drive innovation, embrace change, and celebrate the global community which is Orange.
department
International Business
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.
contract
Regular