Job DescriptionMission- The mission of the Head of Large Contract Acquisition is to enhance Orange's market presence in the Americas by effectively acquiring significant new logo large deal contracts (Over $20m each) that align with our strategic goals. This role aims to achieve significant measurable growth and establish robust partnerships that drive long-term success.
Main activities- Lead a team of senior sales professionals focused on securing large contracts ($20 million TCV to +$100m ) for new Orange Business customers across the Americas.
- Develop overall strategy for the region regarding complex contract acquisition and execution.
- Establish and cultivate relationships with the consultant community instrumental in driving contract opportunities (I.E. ISG).
- Recruit a top-tier team of senior sales leaders with relationships within our target customer market, and experience closing large complex program contracts.
- Establish and cultivate relationships with alternate channel partners to enhance visibility to large program pipeline.
- Direct team efforts toward deep relationship penetration with a targeted list of new logo accounts. The success of this team 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.
- Manage a team of approximately 10 Acquisition Executives and Business Development Managers, ensuring effective people management and team cohesion.
Dimensions- People Management:
- Oversee the professional development and performance evaluation of team members, ensuring alignment with career progression goals.
- Foster an environment of collaboration and innovation, encouraging all team members to contribute ideas.
- Mentor and guide team members, helping them enhance their skills and achieve their objectives.
- Financial:
- Monitor the number of new logo large contracts secured annually, establishing benchmarks for success.
- Assess total TCV awarded per year, analyzing trends and making strategic recommendations based on financial performance.
About youKey Skills, Knowledge and Abilities- Professional skills:
- Experience leading large NEW LOGO pursuits within the global telecommunications industry with contract values exceeding $200 million.
- Demonstrated IT integrator experience, showcasing the ability to deliver integrated solutions.
- Comprehensive understanding of complex global telecommunications contracts to navigate contractual intricacies.
- Experience in selling services rather than just pure telecommunications offerings, enhancing client engagement.
- Proficiency in leading sales teams, driving their performance and alignment with overarching goals.
- Soft skills:
- Strong business acumen, enabling informed decision-making in complex environments.
- Exceptional problem-solving capabilities, allowing for effective resolution of challenges.
- Demonstrated ambition and determination to achieve goals and drive success.
Job Skills and Proficiency Level Pursuit Lead ExperienceExpert
IT Integrator ExperienceAdvanced
Contract Negotiation ExpertiseExpert
Sales Team LeadershipAdvanced
Business AcumenAdvanced
Problem-Solving SkillsAdvanced
Telecommunications KnowledgeAdvanced
Service Sales ExperienceAdvanced
Strategic PlanningExpert
Client Relationship MgtAdvanced
*Mention as Basic, Operational, Advance, Expert
Qualifications (work experience, education background, certifications, etc):- Education:
- Bachelor's degree in a relevant field such as Business, Marketing, or Engineering.
- Experience:
- Minimum of 10 years leading Large Complex Deals acquisition within the telecommunications industry.
- At least 10 years of experience in a leadership role managing sales teams with direct reports.
You bring open mindedness, ability to handle pressure, leading with courage and empathy, assertiveness and communicate effectively.
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.
