Business Sales Specialist - Sr

About the role

Qualification stages:

Understand and capture the available information from the Sales Generalist (Client Executive) Engage with customer (with or without Sales Generalist)

Define the opportunity strategy together with Sales Generalist

Lead opportunity qualification activities, in particular (but not limited):

Prepare and drive workshops

Position consultative approach

Engage partners Ask the right questions, understand customer requirements, influence customer's vision,...

Prepare internally (create awareness, identify required resources,...) Identify and start any pre-RFP/proposal actions

Internal GO/NoGo bid process - request, prepare, present to internal qualification gates

Proposal Stages

Accountable for creation of winning proposal (including exec summary)

Responsible for the Commercial part

Identify, request and gather required resources to create the proposal

Organize internal bid kick-off meeting - present the draft commercial strategy

Finalize commercial bid strategy (Responsible for the Commercial part)

Overall Bid coordination:

Define and update planning

Organize regular bid team meetings

Maintain action and risk tracker

Ask questions to customer

Keep CRM updated

Define & finalize pricing and Internal commercial validation (mandate)

Support proposal texting (creation, consolidation, review)

Submit proposal to customer

Negotiation stages

Defend proposal to customer

Answer questions

Adapt proposal

Continuously qualify opportunity with Sales Generalist Review strategy when required

Drive negotiation related to Business Line part (Customer Value Proposition)

Own internal negotiations/discussions related to Business Line proposal.

Handover & Delivery

Support the build and run leaders at the project kick-off meetings

Remain available for consultation/discussions on questions related to the sold solution.

Non-opportunity related

Establish strong relations with partner contacts relevant for the Business Line

Represent the cluster in the Business Line eco-system led by the Business Line Manager. Distribute messages coming from the Business Line ecosystem towards cluster stakeholders (e.g. in champion role)

Pipeline development in aligment with cluster sales leadership on well defined TML or scope.

Bring customer/market feedback to internal organization (influence Orange strategy) related to their Business Line

On the back of opportunities: create replicable texting, contractual documents,…

About you

Passion for working with existing and new customers to identify and address their business challenges

Great teamwork skills and be able to work with teams from a wide range of locations and cultures

Ability to develop business opportunities to ensure your time is used in the best way possible

Tenacity and drive during extended sales cycles

3 to 5 years experience in sales and relationship management within multi-national companies

Track record in selling new services to achieve sales success

Experience in selling IT and business solutions

Proven track record of achieving your sales objectives

Ideal but not essential to have experience selling to, and management of customers with managed services in the areas of Communications & collaboration, infrastructure/application management, mobility, outsourcing/out-tasking, IOT, Cloud, contact centre and data analytics

In depth understanding of a key industry sector and key customers in that sector inclusive of related strategies and business challenges

Experience:

Experience of Partnering with software, hardware and consulting vendors, who have a multi-national customer base

Degree educated or have a track record in business which shows the equivalent level of academic achievement

Passionate about learning new things

Specifc skills for the function

Drive software defined LAN and SD-WAN or SASE projects at our large customers to support their network transformation journey

Experience in high-level corporate sales of network managed services and/or outsourcing of various LAN/WAN solutions and/or network integration services

Experience in selling SASE, Cloud Interconnect and connectivity-as-code technologies is a strong asset