Director – Client Services - Telecom

Director

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Hybrid

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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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