Account Director at Orange Business Services

Work Location: Johannesburg SA

What is Mission/role purpose?

• We need someone to provide overall account management, account development, relationship and sales revenue development on the large multinational accounts. 
• In support of building strong customer relationships and addressing customer requirements with appropriate communications solutions, the Account Director has a strong understanding of the industry their customer belongs too, as well as a broad understanding of the capabilities provided by Orange Business Services.

KEY ACCOUNTABILITIES

• Engage with customers at the Executive level to understand their overall strategy and key business drivers; strive to develop a roadmap with the customer that facilitates progression towards the expansion of Orange services
• Develop multilevel and multifunctional relationships (CEO, CFO, CIO and Business Unit Leaders) 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.
• Understand the customer's business and IT strategy; map these requirements to industry trends, as well as with existing customer requirements where Orange solutions have helped provide value.
• Responsible for overall account management, account development, relationship and sales development. Working with the expanded team to provide overall account strategy and direction
• Serve as customer advocate, accountable for escalation and proper customer positioning on all issues pertaining to customer satisfaction with the authority of representation across organizational and departmental boundaries
• Ensure maximum customer exposure and response to business development requirements through a proactive approach of periodic reviews with key contacts within the organization
• Ensure that all account plans, organizational charts, and related documentation at both the executive summary level and line management detail level are kept current.
• Provide overall leadership and management of critical departments, resources, and processes relative to the customer including legal, product pricing, commercial management relative to contract agreements, price books, pricing tools, one-off deal specific bids, etc. and ensure that the customer contract is kept up to date.
• Ensure accuracy and timeliness of reporting in /from systems:
  
  • Sales pipeline
  • Revenue forecast
  • All regular and ad hoc sales reports & Analysis

As required provide concise and professional presentations to the customer and Orange Business Services management.

Experience

Minimum of 10 years experience in consultative selling and relationship management within multinational companies

• Proven track record in selling high dollar value services (5 or more years experience or equivalent)
• Background in business consulting, process analysis design and improvement, and development of technology-based business solutions
• Understanding of industry sector that the customer is in and associated strategies and business challenges.
• Identification and development of key partners and vendor relationships to maximize Orange Business Services’ ability to provide total integrated solutions to the customer.