Acquisition Director

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

1d • Hybrid

About The Position

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. This role involves working with a specific set of assigned target accounts to secure new logo contracts valued over $20 million. The individual will establish and maintain deep relationships within target accounts, extending beyond traditional IT and telecom roles. Success will depend on the ability to cultivate relationships at all levels and business units within and around the specific target customer. Collaboration with IT partners associated with target accounts is key to enhancing business development efforts. The role requires the development and maintenance of comprehensive strategic account plans (relationship mapping, corporate objectives, compelling events, competitive landscape, win themes, etc.) and guiding the business development team in executing targeted campaigns. The objective is to achieve the target of closing a minimum of one new logo deal per year with a combined TCV Target of $20m, while ensuring alignment with broader team objectives. While this role does not involve direct reports, effective collaboration and communication with internal teams is essential for driving results and achieving business objectives. The ability to lead matrixed pursuit teams is a must. 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. Maintaining Salesforce and forecast accuracy is critical. Leading pursuit strategies while effectively communicating with internal solutions and presales teams is vital for closure success. Close alignment with marketing on campaigns, events, account-based marketing, etc. for target accounts is also required.

Requirements

• Successfully closed large NEW LOGO IT contracts valued at over $50 million.
• Comprehensive understanding of the sales process.
• Relationships within our 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, enabling informed decision-making and strategy development.
• Excellent presentation skills.
• Competitive attitude, demonstrating determination in achieving sales goals.
• Ability to lead internal teams effectively.
• Bachelor's degree in a relevant field is required.
• A minimum of 10 years of experience selling to large multinational customers is required.
• 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 for this role.
• 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.
• 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.).
• 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.
• Ensure alignment with broader team objectives.
• 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.

Benefits

• Flexible working hours and possibility to combine work from office and home (hybrid ways of working).
• Training programs and upskilling/re-skilling opportunities.
• Internal growth and mobility opportunities within Orange.
• Health and well-being programs and benefits.
• Diversity & inclusion initiatives.
• CSR and employee connect events.
• Employee Referral Program.
• Change Maker Awards.

What This Job Offers

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