Senior IoT Sales Expert

Orange Business • Atlanta, GA

7d • $148,750 - $201,250 • Remote

About The Position

Orange Business Services U.S. Inc is seeking a Senior IoT Sales Expert to join their team. This role involves building and developing relationships with sales and account management teams, partnering with Account Managers on lead generation, opportunity identification, and closing large, complex opportunities. The expert will take full ownership of IoT opportunities from lead generation to signature, proactively driving innovation and value-creation for customers through consultative advice. They will liaise with central domain teams and local/global Solution Experts, providing feedback based on customer requirements and escalating service development needs. The role requires staying updated on market developments, trends, and competitor landscapes, and supporting the development of value propositions for the IoT portfolio. Additionally, the expert will develop partnerships, manage third parties within solutions, and act as the solution integrator. They will be fully accountable for closing IoT opportunities and contributing to multi-service deals. Accurate forecasting of opportunities and leading activities with the Sales Enablement Team to develop the pipeline are also key responsibilities. The role involves consolidating customer requirements to prioritize product development, providing input to the product management team, and maximizing contract value through up-selling and cross-selling Orange products and services.

Requirements

• Bachelor’s Degree in a technical engineering discipline or business followed by 10 years of technical sales experience.
• 5 years of experience developing and selling complex IoT solutions to multi-national enterprise companies.
• 5 years of experience in developing, selling, and closing Industry 4.0 solutions to Manufacturing Vertical and other industrial sectors.
• 5 years of experience leading cross-functional multi-disciplinary teams
• 5 years of experience meeting or exceeding challenging sales targets
• 5 years of experience with IoT connectivity technologies such as cellular 2G-5G, LoRa, Private LTE or similar
• 5 years of technical experience in the following areas: Radio Frequency (RF) communications in plant environments, Programmable Logic Controllers (PLC), Industrial protocols, such as Industrial Ethernet, BACNet, MODBUS or CANBUS, Real-Time Operating System (RTOS), Operating System (OS) and Bare Metal applications, SAP integration, Edge computing, Additive manufacturing / 3D printing, Digital Thread / Digital Twin, IoT security, Data Science & manufacturing analytics (e.g., predictive maintenance), Agile / DevOps / open source, Purdue OT framework

Responsibilities

• Build and develop relationships with NAM sales and account management teams.
• Partner with Account Managers (AM) in the areas of: lead generation, opportunity identification, definition and qualification, promotion, negotiation, and closing on large, complex opportunities/bids.
• Take full ownership for IoT opportunities from lead generation up to signature.
• Proactively drive innovation and value-creation for the customer by bringing intellectual value and consultative advice to key customers that enable differentiated positioning with competitors.
• Liaise with central domain teams (Marketing, Product Development, etc.) and local/global Solution Experts.
• Provide relevant input / feedback based on customer requirements.
• Note and escalate service development required to meet customer needs.
• Stay abreast of market developments, trends, competitors’ landscape, market-based price for specific area of expertise.
• Support development of value propositions to customers that are transversal to the IoT portfolio.
• Develop partnerships and work with our partner’s local sales team to identify opportunities.
• Identify and manage third parties within proposed solutions; position Orange as the solution integrator.
• Fully accountable for closing IoT opportunities.
• Be a contributor / account team member on multi-service deals as expertise is required.
• Provide accurate forecasts of strategic and tactical opportunities.
• Lead activities with Sales Enablement Team to develop the pipeline including the drive of specific programs to support the pipeline, sometimes with key partners.
• Consolidate customer requirements to prioritize product development - providing input to the product management team for industrialization, replicating successes and developing "best practices" with the purpose of improving sales, profitability and of reducing development time.
• Maximize contracts value by up-selling and cross-selling more Orange products and services to existing customers.

Benefits

• Global Opportunities: Work in multi-national teams with opportunity to collaborate with colleagues and customers from all over the world.
• Flexible Work Environment: Flexible working hours and possibility to combine work from office and home (hybrid ways of working).
• Professional Development: training programs and upskilling/re-skilling opportunities.
• Career Growth: Internal growth and mobility opportunities within Orange.
• Caring and Daring Culture: Health and well-being programs and benefits, diversity & inclusion initiatives, CSR and employee connect events.
• Reward Programs: Employee Referral Program, Change Maker Awards.

What This Job Offers

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