10+ years of experience selling to large multinational customers.
5+ years of experience in selling large complex managed service and outsourcing contracts to new logo customers.
Proven track record of closing new logo IT contracts valued over $50 million.
Strong relationships within target base of large US-headquartered multinationals.
Deep understanding of service management functions, solutions, and delivery in pursuit scenarios.
Knowledge of Cloud technologies, cybersecurity, and AI is advantageous.
Bachelor's degree in a relevant field is required.
Responsibilities
Secure new logo contracts valued over $20 million with assigned target accounts.
Cultivate deep relationships within target accounts across various business units.
Collaborate with IT partners to enhance business development efforts.
Develop and maintain strategic account plans and guide business development campaigns.
Achieve a minimum of one new logo deal per year with a combined TCV target of $20 million.
Lead pursuit strategies and communicate effectively with internal teams.
Maintain Salesforce and ensure forecast accuracy.
Benefits
Global opportunities to collaborate with international teams.
Flexible work environment with hybrid working options.
Professional development through training and upskilling programs.
Career growth and internal mobility opportunities.
Health and well-being programs, diversity & inclusion initiatives, and employee events.
Employee referral program and recognition awards.
Full Job Description
About the role
Mission
The primary mission of the Acquisition Director is to secure large new logo contracts ($20m to +$100m) that contribute to Orange Americas overall growth strategy, nurturing partnerships that enhance new logo account penetration and relationships.
Main activities
Work with a specific set of assigned target accounts to secure new logo contracts valued over $20 million.
Establish and maintain deep relationships within target accounts, extending beyond traditional IT and telecom roles. The success of this individual will not depend on the volume of customers but the ability to cultivate relationships at all levels and business units within and around the specific target customer.
Collaborate with IT partners associated with target accounts to enhance business development efforts.
Develop and maintain comprehensive strategic account plans (relationship mapping, corporate objectives, compelling events, competitive landscape, win themes, etc.) and guide the business development team in executing targeted campaigns.
Achieve the target of closing minimum one new logo deal per year with a combined TCV Target of $20m[RJ1] while ensuring alignment with broader team objectives.
Dimensions
People Management:
While this role does not involve direct reports, effective collaboration and communication with internal teams is essential for driving results and achieving business objectives. Ability to lead matrixed pursuit teams is a must.
Financial:
The role is accountable for securing minimum one new logo per year with a contract valued at over $20 million annually, contributing directly to the organization's revenue goals.
Other:
Maintaining Salesforce and forecast accuracy is critical.
Leading pursuit strategies while effectively communicating with internal solutions and presales teams is vital for closure success.
Align closely with marketing on campaigns, events, account-based marketing, etc. for target accounts
About you
Professional skills:
You have successfully closed large NEW LOGO IT contracts valued at over $50 million, demonstrating a comprehensive understanding of the sales process.
You have relationships within our target base of large internationally intense US HQ'd multinationals.
Your experience in telecommunications allows you to navigate complex global contracts effectively.
You are strategic and can demonstrate the ability to create deep, multidimensional account plans and corresponding pursuit plans.
You possess a deep understanding of service management functions, solutions, and delivery in pursuit scenarios.
Knowledge of Cloud technologies, cybersecurity, and AI enhances your ability to meet client needs.
Familiarity with working alongside IT integrators is considered advantageous for this role.
Soft skills:
You exhibit strong business acumen, enabling informed decision-making and strategy development.
Your excellent presentation skills allow you to convey information clearly and persuasively to clients and stakeholders.
You possess a competitive attitude, demonstrating determination in achieving sales goals.
Your ability to lead internal teams effectively can drive collaborative efforts toward common objectives.
Education:
Bachelor's degree in a relevant field is required.
Experience:
A minimum of 10 years of experience selling to large multinational customers is required.
At least 5 years of experience in selling large complex managed service and outsourcing contracts to new logo customers.
Previous experience as a pursuit-lead is a plus but not required.
You bring passion, energy, taste for exploration and adaptability. You seek the opportunity to expand your knowledge and develop new skills.
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.
Regardless of your age, gender identity, race, ethnic origin, religion/belief, sexual orientation, marital status, neurotype, 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.
