customers base by leveraging traction and trust upon the ICT services.
- to prospect and develop new business opportunities on ICT,
by growing, maintaining, and leveraging his network, organizing consultative
sessions and presentations with internal or external experts, based on a
thorough knowledge of the market, the solutions/services ORO can provide, and
of the competitors. Thus:
- related to the existing customers:
for a defined transversal portfolio of customers, grows and retains existing accounts
by ensuring regular and close strategic relationship with the customers'
decision makers, promoting non-standard and ICT solutions; in this respect,
project based, may co-manage the activities of the Key Accounts Managers/sales
- related to new customers: prospect
for potential new clients on ICT and turns this into increased business,
leveraging any new telecom business also to KAMs/BDEs.
- understands customer's operational
needs, business and IT strategy
- implement the ICT strategy by the
development and implementation of integrated systems in order to meet
- contribute to define the ICT
strategy by having an awareness of emerging technology and aligning to business
requirements as appropriate.
- manage projects from single sites
through to global implementations in order to meet business requirements
- build and maintain trustful key
customer relationships, (co-)managing the strategic relationships with the
clients to ensure they stay satisfied and positive.
- assumes a leadership role in
driving the right account strategy and tactics with sales and operational teams
to ensure Customer Satisfaction as well as to ultimately assure pipeline
sustainability, including budget and resource management.
- project based, assures transversal
coordination with all stakeholders (internal: marketing, pre-sales, technical,
bid, purchasing etc, and external: partners, providers etc as per case) to
develop presentations and proposals that address the client's needs and
objectives and to ensure that prerequisites (including prequalification
or getting on a vendor list) are fulfilled.
- may act as a team leader and
provide leadership to the corporate sales team in special projects.
- provides support and messaging
input for ORO's corporate programs/ initiatives, as per case.
- handles objections and diversions
to a positive conclusion, using a variety of techniques to persuade or
negotiate appropriately, internally and/or externally, focused on solution
- researches and develops a thorough
understanding of the company's people, capabilities as well as strategic goals
so that will continue to enhance the company's performance