Account Manager - Senior

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.

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.

Only your skills matter

Regardless of your age, gender identity, race, ethnic origin, religion/belief, sexual orientation, marital status, neuroatypia, disability, veteran status or appearance, we encourage diversity within our teams because it is a strength for the collective and a vector of innovation. Orange Group is a disabled-friendly company and equal opportunity employer: don't hesitate to tell us about your specific needs.

• 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 & Governance Own 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 Management Lead 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