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(Senior) Manager Sales, Global Telco Team

Requisition Number:  13049
Contract Type:  Permanent
Location(s): 

Paris, FR

ROLE DESCRIPTION SUMMARY

The vision of SES is to deliver seamless network solutions where traditional terrestrial options are either unavailable or require supplement serving Government, Telco, and Enterprise markets. The Global Telco Team (GTT), covers 9 of the largest most significant SES Partnerships where above-market growth is delivered through strategic and tactical delivery of progressive projects.

Through a matrix leadership approach, the Orange Account Manager (OAM) leads a cross-functional team to ensure that support by various functions within SES Networks and Corporate are delivered to best in class standards to Orange and its customers.

The OAM is commercially responsible for the growth and managing the process from solution requirement capture to order entry and validation.

In consultation with both the SES and Orange Executive team, the OAM ensures appropriate re-sourcing to deliver on the jointly agreed Account strategy.

As the Global Account Manager for Orange and its Affiliated Business Units, you will represent SES Networks to one of its most significant strategic accounts. Setting out and operationalizing the Ac-count Strategy for the Orange Account Team and our Executive team requires the following key attributes and disciplines.

 

Extended Job Description:

 

 

PRIMARY RESPONSIBILITIES

  • In-depth understanding and execution of the GTT go-to-market strategy (GTM) and team charter to achieve agreed objectives and to promote revenue, profitability, and growth.
  • Ability to ideate, develop and execute an Account Plan that delivers above-market growth whilst providing guidance to the Orange Account team on priorities and challenges and how to overcome them.
  • Intimate understanding of the market, trends, customer segmentation, and competitor activity, to determine target customer and sales planning per locations, segments, and service lines.
  • Provide market intelligence feedback. Support generic business planning and general planning & execution processes.
  • Assess, validate Orange’s GTM needs for differentiated global/regional services.
  • Define strategic sales initiatives for Orange and its Affiliates globally as well as generate sales leads and close contracts in accordance with set revenue objectives.
  • Develop sales pipeline forecasting for both existing products and services along with new ideas for improvement and innovation to influence investment decisions.
  • Work with SES Networks product and commercial in scoping out market requirements and defining product pricing.
  • Identify commercial leads, elaborate client proposals, negotiate offers, execute sales, and manage relationships with existing and potential customers
  • Maintain and develop Partner Agreements and/or Master Frame/Service Agreements with Orange and its Affiliates.
  • Negotiate and close contracts – simplify the complex.
  • Leads by example in organizational ethics, morals, the SES Way of Working, and Code of Conduct.

 

COMPETENCIES

  • Ability to balance strategic thinking/tactical operations to execute Company’s vision.
  • Ability to motivate and inspire a team to meet and exceed customer expectations
  • Proven ability to understand the business of our Tier 1 Telco Partners (and their customers) and able to create industry insights that will position SES as a thought leader.
  • A polished professional with the ability to multitask, have strong negotiation skills and the ability to effectively make commercial offers, negotiate and present solutions and drive the sales process by personal engagement.
  • Strong interpersonal and network skills and the ability to establish and nurture high-level business contacts.
  • High level of personal integrity, and adherence to a strict code of conduct and personal behavior.
  • Very good commercial judgment and the ability to operate within a sometimes-high pressure environment, or under short timeframes.

 

QUALIFICATION & EXPERIENCE

  • University education within Engineering, Information Technology, Business, or other relevant areas. Additional MBA is considered an advantage.
  • 10 – 15  years experience of which minimum of 7 years experience selling complex networking, information technology, and/or telecommunications services with a demonstrated clear track record.
  • Experience in selling and partnering at CxO level, within Mobile Network Operators, Telcos, Cloud Providers, and/or global enterprises.
  • Demonstrated leadership experience; previous Channel/Partner Management experience is a prerequisite
  • Knowledge of Technical networking solutions and/or satellite communications industry by identifying and anticipating customer needs, assess their implications, determine their impact and develop/implement action plans.
  • Excellent verbal and written communications skills in English and French are a must. Knowledge of other languages is considered an additional asset.
  • Willingness and ability to travel approximately 40-50%% of the time domestically and internationally to meet with Orange and its affiliates

 

The contents of this job description are subject to change. SES and its Affiliated Companies are committed to hiring and retaining a diverse workforce. We are an Equal Opportunity/Affirmative Action employer and will consider all qualified applicants for employment without regard to race, color, ancestry, national origin, gender, sex, sexual orientation, gender identity, marital status, religion, age, disability, veteran status, or other characteristic protected by local, state, or federal law.

 

 

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