Client Partner - Telecom, Media, and Technology

Mid / Senior


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Meytier Partner

Key Responsibilities:

As a Client Partner in the Telecommunications, Media and Technology (TMT) vertical you will be responsible for two primary aspects:

  • Account Growth: Client Services
  • Covering Orion’s Existing Clients to grow the firm’s business with these clients through consultative selling & adoption of our Digital Solutions & Services. 
  • You will be directly interacting with senior client executives to understand their strategic business goals, business / technology / operations priorities and help them design solutions, services to meet these goals by leveraging Orion’s capabilities & competency areas. 
  • Develop, own & manage account plan, sales strategies, respond to and deliver on client requests; respond to RFI’s/RFP’s, technology & service’s needs. Proactively identify opportunities, make solution proposals, presentations to client in line with account & client strategy.
  • Own the entire account operations process – prospecting, forecasting, contracts/SOW, invoices 
  • Oversee the delivery of Orion’s commitments to clients by working closely with Orion’s various service delivery teams.
  • Named Accounts / Sales 
  • As Sales lead, your role will be to prospect for new opportunities from pursuit to closure
  • Lead sales and market development efforts including segmentation, demand generation, and sales progression
  • Forecast/Pipeline management - maintaining accuracy of sales management system to document the status of opportunities and pursuits
  • Mapping of client/prospect business, technology, operations needs to Orion’s capability areas. Shaping digital solutions and services that address specific problem areas, challenges & pain areas. 
  • Engaging with internal teams in constructing the solution scope, presenting those solution proposals to client / prospect and consulting with client/prospect in explaining benefits, execution methodologies associated with the solution scope
  • The role also requires being a strategic advisor, provide management consulting, becoming a coach / guide to stakeholders in the process. 
  • You will need to be a Thought Leader in the Telecom space with good understanding of macro & micro trends, impact of various technologies and key drivers of Digital Transformation. 
  • Strategic alliances & partnerships. This role may require teaming up with strategic partners or alliances for purposes of a sale to provide advisory/consulting/solution design and 
  • Lead and manage Client relationships at all levels and grow & nurture the relationships opened through new client acquisition process.

Desired Profile:

  • Requires solid understanding of Telecom Domain –including a high degree of domain led consultative selling.
  • Requires significant interaction with business, technical, operations stakeholders. Communication will be key.
  • Requires good understanding and prior experience of selling & managing Telecom relationships with NEPs, including R&D, Product Management and vendor management
  • Requires solid understanding of digital solutions areas and use-case based consulting/selling in select domains.
  • Requires good understanding of Digital Transformation, relevant technologies, industry leaders in Sales & Services (e.g. CRM), Digital Experience Platforms, Cloud, Infrastructure Services, API. 
  • Management, DevOps, Data/Analytics, Omni Channel Solutions, RPA/Automation, Customer Experience, UX, Managed Services, Application Services.
  • Preference will be given for having sold services to an NEP, or worked for an NEP selling to a CSP.
  • Proven track record of success in technology sales positions in the Telecom vertical – specifically currently selling into NEPs.
  • Focus on growth and profitability
  • Experience in solution sales and domain led sales
  • Excellent organizational skills, team working skills and attention to detail
  • Bachelor’s degree in Business, Engineering or Science, or another industry related field required, MBA is a plus.
  • At least 10 years of Telecom software and services sales or product management experience.

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