Account Manager- Central Region

Orange Business • Austin, TX

10h • Hybrid

About The Position

The Account Manager is responsible for driving order total contract value (TCV) and revenue growth across a defined portfolio of existing accounts by expanding the Orange Business services and solutions sold to those customers. The role develops strategic customer relationships and aligns Orange solutions with customer business and IT initiatives.

The Account Manager develops stakeholder contact and governance plans, maps customer requirements to Orange solutions, and positions Orange as a trusted partner. The role creates and presents regional account plans, coordinates the extended account team, collaborates with Orange partner account managers on joint pursuits, achieves sales targets, forecasts through Customer Links, and presents potential deals through the Americas bid process (DAC).

Orange Business describes its environment as global and collaborative, with flexible working hours and the possibility of combining office and home working. The company also highlights professional development, internal career mobility, well-being programs, diversity and inclusion initiatives, CSR and employee events, and employee reward programs.

Requirements

• Degree in Business, Finance, or another relevant field, or equivalent.
• 3 to 5 years' experience in consultative selling and relationship management within multinational companies.
• Proven track record of sales quota achievement.
• Experience selling a cross-section of services, including communication services, cybersecurity, collaboration, and cloud services.
• Understanding of the industry sector and key customers in that sector, including related strategies and business challenges.
• Working knowledge and understanding of how AI will impact customer operations and ways of working, and how Orange Business will use AI in its own environment.
• Working knowledge of Orange's Customer Links CRM tool (Salesforce).
• Passion, energy, curiosity, and adaptability, with an interest in expanding knowledge and developing new skills.

Nice To Haves

• Membership in related professional organizations.
• Certifications or accreditation in relevant areas.

Responsibilities

• Drive order total contract value (TCV) and revenue growth across assigned existing accounts.
• Increase the number of Orange Business services and solutions sold to the existing customer base.
• Develop strategic relationships with stakeholders in assigned accounts and align solutions with customer business and IT initiatives.
• Develop a contact plan with key stakeholders to understand each client's business and IT strategy.
• Map customer requirements to Orange solutions that can add value to the client's ecosystem.
• Develop a governance plan that includes monthly executive review meetings and quarterly strategic business review workshops.
• Develop a resource engagement plan within the client's organization and the Orange Business extended account team.
• Position Orange as a trusted partner within the client landscape.
• Develop and present a regional account plan to Sales Leadership and the extended Account Team, including a strategic plan and regular progress meetings.
• Build working relationships with account managers at Orange partners, including OEMs, and develop joint pursuit strategies.
• Meet order TCV and revenue targets.
• Forecast accurately within Customer Links.
• Prepare and present potential deals through the Americas bid process (DAC).
• Position Orange solutions across all lines of business to meet customer needs.
• Uncover, qualify, and propose new sales opportunities within assigned accounts.
• Interface with and present to key customer decision makers and influencers.
• Lead and manage extended account teams.
• Understand and comply with the Orange Business bid process throughout the opportunity lifecycle.

Benefits

• Flexible working hours and the possibility of combining work from the office and home (hybrid working).
• Training programs and upskilling/reskilling opportunities.
• Internal growth and mobility opportunities within Orange.
• Health and well-being programs and benefits.
• Diversity and inclusion initiatives, CSR activities, and employee connection events.
• Employee Referral Program.
• Change Maker Awards.
• Opportunities to work in multinational teams and collaborate with colleagues and customers around the world.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level