Account Manager - Senior
About the role
About us
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.
About the role
1. Scope
key accountabilities
key result / decision areas (outcomes)
Focusing on under the management of existing Account Director, follow the guidance of account strategy, give valuable suggestions and deliver results accordingly.
Increase revenues from distinguishing Orange as providing value add services verses the other vendors "selling" just products.
Develop multi-level and multi-functional relationships (IT, Sourcing, DC and other Business Unit Leaders and working Levels) to drive solutions that are innovative and provide value / benefit relative to the customer’s respective business needs; deepen and widen relationships with a longer term focus.
Strong customer alliance ensures proper positioning of Orange executive sponsors with key customer stakeholders for productive bi-annual / annual reviews
Own the end-to-end lifecycle of engagements and drive revenue growth from the installed base solutions, BPO + CPaaS + Cabling.
• Deliver Incremental revenue,among existing BPO + CPaaS + Cabling cases• 100% on-time contract signing & renewal
Breakthrough New Business — IT-Procurement / Network / New ERS
Independently hunt, qualify and close new opportunities within TikTok IT-Procurement, Network, Cabling extension and new ERS scope; open new buying centers inside the account.
• Qualified pipeline across IT-Procurement / Network / ERS.• Independently close new deals — full ownership from lead to signature.• Open new buying centers / stakeholders inside ByteDance IT / Network / ERS.
Forecast, Reporting & GovernanceOwn forecast accuracy, CRM hygiene, internal reporting and full compliance with Orange Business governance for the assigned account scope.
• Forecast accuracy.• 100% CRM update discipline — all opportunities, activities, contacts logged weekly.• QBR first-draft delivered on time.• Full compliance with Orange Business governance (Delegation of Authority, procurement, legal).
Delivery Cross-functional Team Leadership & Partner ManagementLead cross-functional Orange & partner delivery teams to continuously improve quality, SLA and margin; own partner relationships.
• SLA achievement ≥ contracted target across all owned engagements; quarterly QoS improvement plan.• Monthly invoicing on-time; DSO within Orange Business standard.
Essential role related knowledge, skills, certifications, and experience
Knowledge and abilities
Ability to:
- engage and partner with customer and internal staff as required.
- work in a virtual team environment.
- identify and qualify revenue generating opportunities
- draw upon experience and relationships to gain access to new business.
Education, qualifications, and certifications
Degree in CS, Telecommunication, Business, Finance or other relevant field (or equivalent)
English speaking and writing
Other (Desirable)
- Masters of Business Administration or other graduate level degree
- Membership in related professional organizations
- Certifications / accreditation in relevant areas
Experience
At least 5 years experience in consultative and direct selling to, and relationship management of, large Chinese large Internet companies or multi-national corporations in North China.
Own key customer relationship.
Experience in creating solutions for customers based on their business and IT initiatives rather than on an individual company’s product offering.
Proven track record in sales of quota achievement.
Experience selling to, and management of, customers with infrastructure managed services in the areas of Cloud, CPaaS, Data Center, DC Infra, BPO, Submarine-cable, WAN, LAN, Security
OTT industry(Especially TikTok/ByteDance) experience, AI solution background is a plus.
behavioral skills
skill target proficiency level expected
1
Listening
expert
2
Accountability
advanced
3
Personal Credibility and Impact
expert
4
Leadership
advanced
5
Communication
expert
6
Creativity and Innovation
expert
professional skills
skill target proficiency level expected
1
Presentation Skills
expert
2
Best Practices
advanced
3
Analyze Financial Statements
advanced
4
Relationship Management
expert
5
Strategic Perspective
advanced
6
Customer Facing Skills
expert
7
Agility
expert
8
Negotiation Skills
advanced
9
CXO Dialogues
expert
10
Delivering Solutions according to industry trends
advanced
11
Profit and Loss Management
advanced
12
Business etiquette
expert
13
Teamworking and networking
expert
14
Commercial Acumen
advanced
15
Results Driven
expert
About you
You bring a can-do attitude, tackle challenges head-on and challenge the status quo with new and innovative ideas.
What we offer
- 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.