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As a Sales Lead / Director in the Telecommunications & Media (telecom) vertical you will be responsible for:
Tier 1 OEM Accounts
Responsible for supporting Orion’s Tier 1 Telecom OEM 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 - budgeting, forecasting, MSA/contracts/SOW, invoices
Oversee the delivery of Orion’s commitments to clients by working closely with various service delivery teams, practices, architecture, engineering, UX, and information security.
As Sales lead your role will be to purse GTM strategy for Named Accounts from pursuit to closure
Leading sales and market development efforts including segmentation, demand generation, and sales progression
Developing, leading marketing campaigns designed to generate leads and new qualified opportunities within customer segments/micro verticals and named account list
Pipeline management - maintaining accuracy of sales management system to document the status of campaigns, leads, and opportunities
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 execution – e.g., partnership with a mobile device manufacturer, MEC/cloud provider, or SaaS based Platform provider etc.
You will need to contribute to Digital marketing to develop mindshare for Orion’s Digital Transformation solutions offerings / assets through Webinars, Campaigns, Seminar presentations, road-shows etc.
You will be required to lead and manage C-Suite relationships, steering committee for engagements, grow & nurture the relationships opened through new client acquisition process.
Qualifications:
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 Tier 1 OEM accounts 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 either having worked or sold as a Platform/System Integrator or equipment provider in at least one of the following:
Telecom Network Equipment Providers (NEPs), e.g., Nokia, Ericsson
Mobile network operator
Mobile device manufacturer
OSS/BSS
Some Skills we believe should stand out:
Proven track record of success in technology sales positions in the Telecom vertical – specifically currently selling into NEPs
Focus on Revenue, Customer success and Cost Management
Expert in solution sales and domain led sales
Extensive knowledge of the principles, procedures, and best practices in the Information Technology industry.
Excellent organizational skills, team working skills and attention to detail.
Education and Experience:
Bachelor’s degree in Business, Engineering or Science, or another industry-related field required; MBA preferred.
At least 8 years of Software and/or Services sales / IT sales experience including five years in telecom technology/infrastructure sales.
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Proactively identify opportunities, make solution proposals, presentations to client in line with account & client strategy.<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>Own the entire account operations process - budgeting, forecasting, MSA/contracts/SOW, invoices<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>Oversee the delivery of Orion’s commitments to clients by working closely with various service delivery teams, practices, architecture, engineering, UX, and information security.</span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span>As Sales lead your role will be to purse GTM strategy for Named Accounts from pursuit to closure<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>Leading sales and market development efforts including segmentation, demand generation, and sales progression<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>Developing, leading marketing campaigns designed to generate leads and new qualified opportunities within customer segments/micro verticals and named account list<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>Pipeline management - maintaining accuracy of sales management system to document the status of campaigns, leads, and opportunities<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>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.<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>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<br /></span></li></ul><li class=\"align-justify\" style=\"text-align: justify\"><span>The role also requires being a strategic advisor, provide management consulting, becoming a coach / guide to stakeholders in the process.<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>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.<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>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 execution – e.g., partnership with a mobile device manufacturer, MEC/cloud provider, or SaaS based Platform provider etc.<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>You will need to contribute to Digital marketing to develop mindshare for Orion’s Digital Transformation solutions offerings / assets through Webinars, Campaigns, Seminar presentations, road-shows etc.<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>You will be required to lead and manage C-Suite relationships, steering committee for engagements, grow & nurture the relationships opened through new client acquisition process.</span><br /></li></ul><div class=\"align-justify\" style=\"text-align: justify\"><b>Qualifications:</b> <br /></div><ul><li class=\"align-justify\" style=\"text-align: justify\"><span>Requires solid understanding of Telecom Domain –including a high degree of domain led consultative selling<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>Requires significant interaction with business, technical, operations stakeholders. Communication will be key.<br /></span></li><ul><li class=\"align-justify\" style=\"text-align: justify\"><span>Requires good understanding and prior experience of selling & managing Tier 1 OEM accounts including R&D, product management and vendor management<br /></span></li></ul><li class=\"align-justify\" style=\"text-align: justify\"><span>Requires solid understanding of digital solutions areas and use-case based consulting/selling in select domains<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>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<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>Preference will be given for either having worked or sold as a Platform/System Integrator or equipment provider in at least one of the following:<br /></span></li><ul><li class=\"align-justify\" style=\"text-align: justify\"><span>Telecom Network Equipment Providers (NEPs), e.g., Nokia, Ericsson<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>Mobile network operator<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>Mobile device manufacturer<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>OSS/BSS<br /></span></li></ul></ul><div class=\"align-justify\" style=\"text-align: justify\"><span><b>Some Skills we believe should stand out:</b><br /></span></div><ul><li class=\"align-justify\" style=\"text-align: justify\"><span>Proven track record of success in technology sales positions in the Telecom vertical – specifically currently selling into NEPs<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>Focus on Revenue, Customer success and Cost Management<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>Expert in solution sales and domain led sales<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>Extensive knowledge of the principles, procedures, and best practices in the Information Technology industry.<br /></span></li><li class=\"align-justify\" style=\"text-align: justify\"><span>Excellent organizational skills, team working skills and attention to detail.<br /></span></li></ul><div class=\"align-justify\" style=\"text-align: justify\"><span><b>Education and Experience:</b><br /></span></div><ul><li class=\"align-justify\" style=\"text-align: justify\"><span>Bachelor’s degree in Business, Engineering or Science, or another industry-related field required; MBA preferred.</span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span>At least 8 years of Software and/or Services sales / IT sales experience including five years in telecom technology/infrastructure sales.<br /><br /></span></li></ul><div class=\"align-justify\" style=\"text-align: justify\"><br /></div></span><br />","isHybridJob":true,"isRemoteJob":false,"noOfOpenings":1,"maxExperience":"15","minExperience":"8","isOnPremiseJob":false,"onBehalfOfName":"Orion Innovation","otherlocations":[],"zohoCurrencyIn":"USD","experienceLevel":"Director","zohoNoOfOpenings":{"noOfOpenings":1,"fulfillmentIds":["557706000017971001-1"]},"otherJobReference":null,"sharpenedJobTitle":"Director – Client Services - Telecom","job_category_group":3,"portalLocationDisplay":"Dallas TX","expertise_coreskill_or_product":["Other"],"job_id":"2188"}
