Job Specifications
About Us
Orange Business is a network and digital integrator that understands the entire value chain of the digital world, freeing our customers to focus on the strategic initiatives that shape their business. Every day, you will collaborate with a team dedicated to providing consistent, sustainable global solutions, no matter where our customers operate. 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.
About The Role
As Business Developer, you lead and own the sales activities to either win a new logo (Greenfield) or to 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 SVP, Or a Multitude Of SVP’s And Are Accountable For Developing And Driving Sales Opportunities
A Business Developer can also work horizontally across all Strategic Value Propositions (SVPs) and only focus on 100% Greenfield accounts.
In your capacity, you will mainly, but not exclusively, work in collaboration with a Client Executive on (an) existing client(s) to position, develop, and sell solutions that meet Client(s) business requirements and drive customer outcomes. The Business Developer will evangelize the Orange SVPs, Strategy, and Vision both to internal and external stakeholders. They will, when relevant, align and involve a peer BD when they discover a Client need outside of their remit in terms of SVPs they would not cover.
A Business Developer can , when relevant/needed , call in the support of Solution Experts to design Orange Solutions and Services that support Clients to achieve their most challenging business goals and objectives.
The Business Developer can either be specialized in a specific Strategic Value Proposition (SVP) and in that case will be part of the relevant SVP squad, or work Generic across all SVP’s and/or work on Greenfield Accounts.
Key Accountabilities
Establish, maintain, and grow profitable business relationships within OB Clients and/or Greenfield Accounts to Grow and Win healthy business as New/Get or 100% New
Ability to find New/Get business opportunities and uncover compelling reasons for customers to buy
Have 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/or have the skills/qualities it takes to acquire these
Collaborate and develop business with a diverse range of stakeholders with competing objectives within and across organizations
Have strict Sales discipline in keeping SFDC (CL) 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 together with Marketing/Partner Teams
Develop a New/Incremental Pipeline of opportunities to be qualified
Follow-up Orange Business European Marketing campaigns
New leads coming from Marketing campaigns for further development and transform into qualified opportunities
Where applicable, closely collaborate with the European Sales Development Representatives (SDRs) to drive specific Outbound Lead generation campaigns
Qualify And Develop Opportunities
Gather customer/business requirements and assess competitive landscape
Set Commercial strategy to maximize chances to win or qualify out early in the process
Engage with relevant customer stakeholders and/or in collaboration with Client Executive
Develop solutions with customer and partners in collaboration with Solution Leads and/or Experts.
Lead And Own The Creation Of Proposals
Co-ordinate and steer the bid team to the winning design defined disruptive and agile commercial strategy
Co-ordinate 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 persuades 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 if when/where needed
Working within multi-disciplinary teams
If required, to build complex offerings based on sound commercial, technical and legal practice
Maintain a strong business understanding of the SVP(s) you are responsible for embodies expert-level industry knowledge, anticipates industry disruptions and effectively communicates multi technology domain market developments and the impact of change
Uses insights from multiple channels e.g. customers, partners, professi
About the Company
At Orange Business, our ambition is to become the leading European Network and Digital Integrator by leveraging our proven expertise in next-generation connectivity solutions, the cloud and cybersecurity.
Our 30,000 women and men are present in 65 countries, where every voice counts. Together, we are driven by the same determination and the same team spirit, to build the digital solutions of today and tomorrow and create a positive impact for our customers, for their employees and for the planet.
We offer exciting opport...
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