Job description / Role
About the role
Purpose of the job
- BDM will engage and partner with customers at the Executive level to drive growth in Orange ICT by creating value and bringing innovation to a customers business.
- Through development of account strategy, solid business plans, understanding of market trends, the customers competitive landscape, and teaming within the sales extended account team.
- BDM will leverage existing relationships with Software, Hardware, and Consulting vendors and/or partners to expand the customer engagement model and create opportunities where Orange can engage a third party to provide a unique business value to the customer.
- BDM mission is to drive business from new Enterprise clients who have had no previous significant ICT business with Orange, effectively winning new logos within the ICT Domain.
Duties and responsibilities
- Opportunity Management - Managing the customer relationship based upon direction and opportunity of new projects or technologies.
- Bid Process Management - Manage the opportunity through the Bid Process thru qualification & Closure.
- Deal Development - Provide leadership for deal shaping including the development of the deal strategy. Through deal qualification, BDM will act as the customer interface for developing deal creativity and financing solutions/options.
- Portfolio Expansion - Maximize deal opportunity size by adding additional services into each sale.
- Pipeline Management - weekly updates and management of the business pipeline activity.
- Financial Secure qualified deals that achieve the agreed targets for Total Contract Value, margin, and order targets based on account assignment.
- People management - Act as an opportunity / Deal owner, coordinating / managing a number of individuals for a specific opportunity pursuit. The team lead function would be within Orange; however, it could be a global opportunity where coordination / management activity would cross regional boundaries.
Requirements
Job specification
Education
- Degree in Engineer, Business, or another relevant field (or equivalent)
- Master of Business Administration or other graduate level degree is a plus.
- Certifications / accreditation in relevant ICT Solutions Domains.
Experience
- Minimum 10 to 15 years experience in consultative selling to, and relationship management of large multi-national corporations.
- Experience in creating solutions for customers based on their business and IT initiatives rather than on an individual companys product offering.
- Proven track record in sales of quota achievement
- Experience selling to, and management of customers with managed services in the areas of Security, WAN, LAN, Network Transformation, Digitalization, Hosting to include Cloud Services, and Application Development, Performance Optimization.
- Hunting sales management experience.
Skills and Abilities:
Ability to:
- Identify and qualify revenue generating opportunities.
- Engage and partner with customers and internal departments, Orange WW affiliates as required.
- Draw upon experience and relationships to gain access to new accounts.
- Experience selling Mega ICT Projects (examples: Networking, Security, Cloud, SW Development & ICT Consultancy) and working with partners to sell to customer.
- Good strategic thinking based knowledge in ICT solutions
- Customer Oriented
- Strong financial & Budgeting Skills
- Strong negotiation skills
- excellent presentation skills
- Excellent Communication & Interpersonal skills
- Strong Teamwork skills
- Demonstrated ability to achieve set results
- Strong Knowledge of Egyptian ICT market.
- Ability to work within a multi-cultural environment
- Fluency in Arabic & English is a Must ( French is a plus)
- Knowledge of the Telecom Sector.
About the Company
Orange is one of the world’s leading telecommunications operators with sales of 43.5 billion euros in 2022 and 136,000 employees worldwide at 31 December 2022, including 75,000 employees in France. The Group has a total customer base of 287 million customers worldwide at 31 December 2022, including 242 million mobile customers and 24 million fixed broadband customers. The Group is present in 26 countries. Orange is also a leading provider of global IT and telecommunication services to multinational companies under the brand Orange Business.