Acquistion Director

Orange•GA-Atlanta US-IL-Chicago US-NY-New York US-TX-Plano US, NY

12d•Hybrid

About The Position

Join us at Orange Business! We are 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. Mission The primary mission of the Acquisition Director is to secure large new logo contracts ($20m to +$100m) that contribute to Orange Americas overall growth strategy, nurturing partnerships that enhance new logo account penetration and relationships. Main activities Work with a specific set of assigned target accounts to secure new logo contracts valued over $20 million. Establish and maintain deep relationships within target accounts, extending beyond traditional IT and telecom roles. The success of this individual will not depend on the volume of customers but the ability to cultivate relationships at all levels and business units within and around the specific target customer. Collaborate with IT partners associated with target accounts to enhance business development efforts. Develop and maintain comprehensive strategic account plans (relationship mapping, corporate objectives, compelling events, competitive landscape, win themes, etc.) and guide the business development team in executing targeted campaigns. Achieve the target of closing minimum one new logo deal per year with a combined TCV Target of $20m [RJ1] while ensuring alignment with broader team objectives. Dimensions People Management: While this role does not involve direct reports, effective collaboration and communication with internal teams is essential for driving results and achieving business objectives. Ability to lead matrixed pursuit teams is a must. Financial: The role is accountable for securing minimum one new logo per year with a contract valued at over $20 million annually, contributing directly to the organization's revenue goals. Other: Maintaining Salesforce and forecast accuracy is critical. Leading pursuit strategies while effectively communicating with internal solutions and presales teams is vital for closure success. Align closely with marketing on campaigns, events, account-based marketing, etc. for target accounts

Requirements

Successfully closed large NEW LOGO IT contracts valued at over $50 million.
Comprehensive understanding of the sales process.
Relationships within target base of large internationally intense US HQ’d multinationals.
Experience in telecommunications allows you to navigate complex global contracts effectively.
Ability to create deep, multidimensional account plans and corresponding pursuit plans.
Deep understanding of service management functions, solutions, and delivery in pursuit scenarios.
Knowledge of Cloud technologies, cybersecurity, and AI.
Strong business acumen.
Excellent presentation skills.
Competitive attitude.
Ability to lead internal teams effectively.
Bachelor's degree in a relevant field.
A minimum of 10 years of experience selling to large multinational customers.
At least 5 years of experience in selling large complex managed service and outsourcing contracts to new logo customers.

Nice To Haves

Familiarity with working alongside IT integrators is considered advantageous.
Previous experience as a pursuit-lead is a plus but not required.

Responsibilities

Work with a specific set of assigned target accounts to secure new logo contracts valued over $20 million.
Establish and maintain deep relationships within target accounts, extending beyond traditional IT and telecom roles.
Collaborate with IT partners associated with target accounts to enhance business development efforts.
Develop and maintain comprehensive strategic account plans (relationship mapping, corporate objectives, compelling events, competitive landscape, win themes, etc.) and guide the business development team in executing targeted campaigns.
Achieve the target of closing minimum one new logo deal per year with a combined TCV Target of $20m.
Lead matrixed pursuit teams.
Maintain Salesforce and forecast accuracy.
Lead pursuit strategies while effectively communicating with internal solutions and presales teams.
Align closely with marketing on campaigns, events, account-based marketing, etc. for target accounts.