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New Business Senior Account Manager
Orange
Rocky Hill, CT, United States
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about the role
Responsible for selling Orange International Carrier’s Data and Transmission products and services; including OTI, Transmission, Ethernet, and OSS to the carrier/wholesale customers in the US. Develop sales to Carriers and major OTT players in the NAM region. Focus on penetrating new customer organizations using existing contacts and establishing new ones. Grow and develop relationships with key decision makers within targeted accounts and territories. Heavy focus on selling transmission services (Trans-Atlantic, Caribbean, and European transmission capacity for High Speed Capacity, 100Gb and higher)
Major Accountabilities/Responsibilities:
Responsible for the achievement of revenue targets for the assigned region/accounts.
Focus on selling Trans-Atlantic, Caribbean, and European capacity.
Assist in the development of sales plan to address the defined customer market and work with other Orange groups, e.g. product management, marketing, etc., to ensure Orange is well positioned to win business.
Act as the primary interface with customers on all sales related activity from opportunity identification to contract signature.
Handle all aspects of the sales cycle, including but not limited to, proposal generation, contract negotiations, communication both internal and external of provisioning status, and assistance on customer issues after installation.
For market opportunities, create a compelling proposition and build a pipeline of opportunities that will grow into significant business for Orange.
When developing new opportunities, collaborate with Orange marketing and technical teams as well as partners where necessary to deliver the initial service.
Deliver client facing presentations to articulate Orange’s vision for the future of specific markets within the context of the customer’s business
Ensure processes and procedures are adhered to for opportunity reporting, proposal/quote development/delivery, contracting and ordering
The employee must accomplish his activities while complying with the documented procedures currently in effect. In particular he/she must implement and document all of the control activities referenced by the Sarbanes-Oxley law and specifically, be sure to follow the rules regarding the segregation of duties for purchases and sales.
Assist in definition of market demands for product enhancements and developments and provide tactical feedback regarding market trends and competitive intelligence.
Prepare reports on project progress and new market development ideas.
Provide regular (at least monthly) concise updates to Orange management on regional market trends, strategic customer and competitor initiatives.
Provide immediate updates to management on customer or competitor initiatives that are likely to impact Orange’s current business or plans
Identify technology and business partnerships that will create new opportunities for Orange or increase Orange’s footprint and relevance within strategic accounts
Departmental Interfaces:
• Interface with employees throughout the company from individual contributors to senior executive management
• Provide input, analysis, and comments as needed to ensure understanding of sales/market needs and activities
• Work with other regional account managers to identify common requirements across the Orange customer base.
External Interfaces with Customers/Clients/Vendor:
• Interface with customers on a frequent and regular basis to include senior executive level contact
• Principal face to the customer, representing the company to the client community
Financial Responsibility (Accountability and influence on: company costs, investments, departmental operating costs, revenues, customers)
• Responsible for creating revenue to achieve targets while maximizing margin.
• Responsible for contributing to cost control efforts
about you
Experience Required:
Minimum of 10 years of Transmission and IP sales experience. The candidate must have strong relationships in the OTT and carrier space. Should have experience selling high bandwidth capacity (100Gbs and higher) on Trans-Atlantic and Latin American routes. Candidate must be a proven self-starter that can hit the ground running. Need to be able to start on new logo acquisition and negotiation quickly.
Language Skills Required: Fluent and polished written and oral communication skills in English. French and Spanish proficiency is desirable.
PC Skills and Other Software/Hardware Skills Required: Standard PC skills and use of Microsoft applications suite. Use of Microsoft’s CRM software system desirable.
Travel Required: Regular travel is required. Mostly within North America possibly to Latin America as well.
Other Skills / Qualifications Required: Ability to think creatively and recommend new initiatives to improve business performance as needed
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
Hosted Staff, IMT
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