Purpose of the job:
Orange has developed a solid experience in IOT and smart city with major projects in the Middle East and in Europe. An innovative portfolio of reusable offers and services has been developed together with existing clients and partners to serve those projects. In the context of its international development, Orange is committed to grow IOT and smart cities revenues within the Northern African market. For these reasons Orange is looking for Business Developpers and Consultants to detect, instruct and deliver projects of Smart Cities and IoT/M2M solutions in the region.
Main Missions & responsibilities
(A) Business consulting focus area:
- Prepare and run CXO level meetings with Strategy / Operational or Technical focus.
- Collect and consolidate Information & data from interviews / market surveys / audit / project documentation, Real Estate Master Plan etc
- Design operational models for City / District / Building Management operations
- Prepare detailed Business Cases together with technical and financial teams
- Build Client overall deployment plan based on stakeholders prioritized expectations and financial requirements
- Formalize deliverables on time and commitment to the customer
- Run formal presentations to the project deliverables and gain acceptance
(B) Sales & Business Development focus area:
- Be the Expert or the referent in Africa for the following domains:
- Smart Cities, Territories and Transportation
- IoT : Devices, Networks, Platforms
- Data Analytics
- Application development
- Existing OBS and customers’ use cases: Asset tracking, Fleet Management, smart Building / campus / district / Cities, metering, and in general all vertical applications deployed by OBS worldwide in the domain.
- Assess markets potential in Africa based on the existing regional marketing information & intelligence to define a Target Market List (TML).
- Develop a potential project pipeline by creating and qualifying profitable deals targeting new and existing accounts in line with Orange Affiliates and the regional management.
- In line with the Orange Affiliates and regional sales team, develop contacts with the prospects/customers at the CxO level / BU to promote Orange expertise and solutions in IoT/M2M and Smart Cities
- Closely work with central teams and local sales team to develop the sales account plans and execute them.
- Work effectively with regional pre and post sales teams to ensure a good customer experience and best use of time and resource.
- Measure and communicate progress against targets via accurate and timely reporting, forecasting and pipeline development (using OBS / OAB tools) in line with Orange MEA and Orange affliates.
- Lead / support all formal steps for closing deals together with central support teams and Orange Affliates:
- write customer proposals
- negotiate contract general terms with the support of local/central teams,
- communicate both internal and external abour deal progress.
votre profil
Key skills and attributes:
- Passionate about driving sales and developing a new market.
- Ambitious: determined to succeed, with the ability to go above and beyond expectations.
- Customer-orientated, sound interpersonal skills, with preferably experience in working within an international organization
- Fluent in English and French
- Assertive, persistent, good listening skills, dedication & ability to work independently with excellent communication and presentation skills.
- Understand Real Estate and Facilities Management Businesses
- Understand Smart Cities & IoT/M2M products and services : main functional & technical features, high level project architecture, main partner solutions, key technical challenges in infrastructures, connectivity and solutions.
Experience
- 10+ years’ of sales experience in an international context
- Strong experience on finding, identifying and selling solutions mentioned above to large companies and administrations
- History of reaching and surpassing personal and work-related aims and targets, which lead to a profitable result for the company.
- Experience of hunting new accounts and developing relationships with potential business partners
- Experience in doing business in Africa
