Acquisition Director

Orange Business•Chicago, IL

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, and 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 Acquisition Director will 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. The target is to close 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 a minimum of 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.
Demonstrate a comprehensive understanding of the sales process.
Have relationships within our target base of large internationally intense US HQ’d multinationals.
Experience in telecommunications allows you to navigate complex global contracts effectively.
Strategic 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.
Familiarity with working alongside IT integrators.
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.
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.
Bring passion, energy, taste for exploration and adaptability.
Seek the opportunity to expand your knowledge and develop new skills.

Nice To Haves

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.