Business Developer

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.

J-18808-Ljbffr