About the role
As Business Developer, you lead and own the sales activities to either win a new logo (Greenfield) or upsell into an existing account (Brownfield) in close collaboration with the Client Executive or any combination of the above (Hybrid).
Business Developers are linked to a certain Strategic Value Proposition (SVP), or multiple SVPs, and are accountable for developing and driving sales opportunities. A Business Developer can also work horizontally across all SVPs and focus 100% on Greenfield accounts.
In your capacity, you will mainly, but not exclusively, work in collaboration with a Client Executive on existing client(s) to position, develop, and sell solutions that meet client business requirements and drive customer outcomes.
Key accountabilities

Ability to find new business opportunities and uncover compelling reasons for customers to buy
Maintain and grow a solid, qualified pipeline of well-targeted opportunities with a high probability to win
Have an extended network within prospects, vendors, partners, and the skills to acquire these relationships
Collaborate and develop business with a diverse range of stakeholders with competing objectives within and across organizations
Maintain strict sales discipline by keeping Salesforce up to date with representative stage and accurate opportunity management related forecasting for business and resourcing purposes

Drive and follow up local lead generation campaigns

Be a driving force in targeting new opportunities (Brownfield) and New Logos (Greenfield) through local campaigns with Marketing / Partner Teams
Develop new / incremental pipeline of opportunities to be qualified

Follow up Orange Business European Marketing campaigns

Convert new leads from Marketing campaigns into qualified opportunities
Where applicable, closely collaborate with European Sales Development Representatives (SDRs) to drive outbound lead generation campaigns

Qualify and develop opportunities

Gather customer/business requirements and assess the competitive landscape
Set commercial strategy to maximize chances to win or qualify out early in the process
Engage with relevant customer stakeholders and, in collaboration with the Client Executive
Develop solutions with customers and partners in collaboration with Solution Leads and / or Experts

Lead and own the creation of proposals

Coordinate and steer the bid team to the winning design defined by a disruptive and agile commercial strategy
Coordinate and steer the solutions team
Define a disruptive and agile commercial strategy on the opportunity
Own the internal commercial validation
Lead / own customer interaction on the opportunity / relationship (Brownfield / Greenfield)

Present and defend proposals

Communicate value / strategy clearly and concisely and persuade others to support an idea, agenda or course of action
Adapt proposals as required in the customer engagement process
Lead complex commercial and legal negotiations with the customer when needed

Working within multi-disciplinary teams

Build complex offerings based on sound commercial, technical, and legal practice when required

Maintain a strong business understanding of the SVPs you are responsible for.

Possess expert-level industry knowledge, anticipate industry disruptions, and communicate multi-technology domain market developments
Use insights from multiple channels to spot and create new opportunities
Maintain an extended network within prospects / vendors / partners and/or have the skills to acquire these relationships
Optimize customer intel / relationships and opening of opportunities / accounts

About you
Knowledge and abilities :

Strong business and financial acumen with a proven record in digital transformation
Business mentality, identifies and hunts for new opportunities in existing or new accounts
Good understanding of the telecoms and IT industries
Client-focused with strong interpersonal & negotiation skills
Teambuilder, accustomed to working with diverse cultures in a virtual matrix environment
Able to innovate and improve processes
Ability to sell complex projects that bring sustainable value
Comprehensive management experience with strong leadership and the ability to work under pressure
Passionate about the SVP(s) you are responsible for
Strategic thinker capable of acting at the CxO level
Experience with a consultative selling approach

Education, qualifications, and certifications :

Minimum of 3-5 years of client-facing experience in the telecom or ICT industry, depending on seniority level (or other equivalent area)
Experience in high-level corporate sales of Managed and/or Integration services
Experience in leading Sales / Solution Teams throughout a sales cycle
Passion and understanding of digital transformation and the associated business outcomes
Understand market trends, technical and business issues in the communication / IT industry
International projects and collaboration with diverse teams and clients worldwide

Orange Business International
Orange Business is a network and digital integrator that understands the entire value chain of the digital world. With over 30,000 employees across Asia, the Americas, Africa, and Europe, we offer a dynamic environment to develop and perfect your skills in a field filled with exciting challenges and opportunities.
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