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19

April

New Business- Senior Account Manager

Orange - Perth, WA

Sales
Source: uWorkin

Source: uWorkin

JOB DESCRIPTION

about the role

function

reports to

Hybrid sales- New Business – Senior Account Manager

Sales Manager, Australia & New Zealand

mission / role purpose

This is a hybrid sales position in Australia hunting new logos and servicing existing customers. The candidate is required to sell the full Orange portfolio including network services, voice services, infrastructure applications and associated infrastructure services and consulting offers.

Candidates will be responsible to develop new business and to maintain existing key accounts. This is primarily a Australia-based role that may include travel to transform and support customers’ regional or global initiatives

Account Management:

Drive growth in revenue, margin and the number of services/solutions, improve customer satisfaction and develop strategic relationships to align solutions to customer's Business and IT initiatives. Develop and manage the professionalism, best practices and deliverables for each member of the extended account team, in order to distinguish Orange from other partners. Build customer loyalty through consistent performance that can be leveraged by other Orange account teams to grow revenue.

Business Development (new customers):

Engage and partner with customers both new and existing at the Executive level to drive growth in Orange services / solutions by creating value and bringing innovation to a customer’s business. Through development of account strategy, solid business plans, understanding of market trends, the customer’s competitive landscape and teaming within an extended account team ensure that Orange becomes the preferred partner for the customer.

about you

Business Development

key accountabilities

key result / decision areas (outcomes)

Accountability to achieve the sales order, revenue and margin target/quota

achieve and exceed account targets

Create, qualify and maintain a customer Target Market List of potential new customer targets.

Refined Target market list of maximum 20-25 potential customers to grow customer base and revenue.

Engage with customers at the Executive level to understand their overall strategy and key business drivers; strive to develop a roadmap with the customer that facilitates progression towards the purchase of Orange services

Through the sale of new/add on services and optimal portfolio mix achieve and exceed sales targets

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 sales focus.

Strong customer alliance ensures proper positioning of Orange executive sponsors with key customer stakeholders for productive and regular reviews and engagement.

Understand the customer's business and IT strategy; map these requirements to industry trends, as well as with existing customer requirements where Orange solutions have helped provide value.

Increased revenues by distinguishing Orange as providing value-add services and business outcomes verses "selling" products.

Ensure a qualified pipeline of opportunites is identified at an annually agreed multiplier of the outstanding annual sales target and that all opportunites have been qualified and documented in standard tools

Qualified pipeline to achieve annual sales target with opportunities registed in CRM (SAMBA) with qualification snapshots.

Responsible for overall account management, account development, relationship and sales development. Working with the expanded team provide overall account strategy and direction

Strong and consistent leadership results in a more effective team delivery as a result of common direction, strategy and team objectives.

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

Assurance of consistent and accurate customer representation in the timely resolution of all outstanding issues (technical, financial, reporting, etc) resulting in increased customer satisfaction.

Ensure maximum customer exposure and response to business development requirements through a proactive approach of planned sales activities and periodic reviews with key contacts within the organization

Continued customer involvement enables early identification and qualification of opportunities and positioning of communication solutions, thus helping to offset the customer’s perceived need to engage in competitive RFP processes

Ensure that all account plans, organizational charts, and related documentation at both the executive summary leveland line management detail level are kept current and are clearly understood

Ability to respond quickly to customer needs at the appropriate level and through optimal channels

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 ensure that the customer contract is kept up-to-date.

Assure the effective delivery of desired business outcomes with optimal agility

Ensure the eco-system of non-competiive supplier relationships is covered to support Orange sales and account retention initiatives.

Identify andf build relationships with third-party suplliers to the customer for intelligence and support.

Ensure accuracy and timeliness of reporting in / from systems:

  • Sales pipeline in opportunity management tool (SAMBA)
  • Revenue forecast in sales and financial reports
  • All regular and ad hoc sales reports & analysis
  • Tracking of sales activity
To ensure management visibility and effective business planning with supporting documents

As required, provide concise and professional presentations to customer and Orange management

Deliver presentations and workshops with professionalism and insight.

Account Management

key accountabilities

key result / decision areas (outcomes)

Develop an account team score card in each discipline to level set the key deliverables, expectations, and success criteria for a satisfied customer.

Higher customer satisfaction and differentiation.

Organize a communication plan to track progress and development. This will include tactical meetings, monthly executive review meetings and quarterly strategic business review workshops.

Increase margins from ability to sell customers value added / surround services

Champion customer internally to improve processes and grow revenue.

Continuously engaged with the customer to ensure involvement in solution development

Create a resource engagement plan to ensure visibility of Orange within the client's organization. The intent is to make Orange a widely known partner, as organizations tend to leverage existing relationships.

Recognition by the customer as a valued extension to the IT department / staff

Develop and lead a tactical and strategic plan for the extended account team including regular meetings to track progress.

Look to leverage economies of scale with proven partners

Grow the revenues and number of Orange solutions & services year over year.

High employee satisfaction, continuous skills growth and high retention rates.

Show consistent performance and service delivery in order to leverage customer references.

Publicity, Case Studies and Client Recommendations to support new client acquisition

Dimensions

Financial – This position has order and margin targets based on account assignment

People management:
  • Leadership coordination / managing a number of individuals from different functions in support of account(s) / customer(s)
  • Provide day-to-day guidance and mentoring to new and existing staff
  • Manage project specific teams as required
additional information

Essential role related knowledge, skills, certifications, and experience

knowledge and abilities

Ability to:
  • Engage and partner with customers at the Executive level
  • Recognize and assess customer’s key business drivers and challenges
  • Quantify and articulate commercial models/costs/benefits of investment in strategic IT services
  • Develop level of credibility that positions Orange to collaborate on construction of customer business cases
  • Identify and qualify revenue generating opportunities
  • Produce high quality written materials: Proposals, Business Cases, Organizational Plans, Presentations, etc. conveying complex analysis and arguments concisely and effectively
education, qualifications, and certifications

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
Experience

5-10 years experience in consultative selling to, and relationship management of, large corporations.

Experience in creating solutions for customers based on their business and IT initiatives rather than on a company’s product offering.

Proven track record in sales quota achievement

Experience selling to, and management of, customers with managed services in the areas of Network, Hosting, Messaging, Security, VoIP, infrastructure management, mobility, outsourcing/out-tasking

Understanding of the industry sector and key customers in that sector inclusive of related strategies and business challenges

Partnering with software, hardware and consulting vendors,.

Sales management experience.

department

Sales & Marketing Asia Pacific

contract

Regular

Orange