[Hiring] Senior IoT Sales Expert @Orange Business

Role Description

Orange Business Services U.S. Inc: Senior IoT Sales Expert - Atlanta, GA

• Build and develop relationships with NAM sales and account management teams.
• Partner with Account Managers (AM) in the areas of:
  • Lead generation
  • Opportunity identification
  • Definition and qualification
  • Promotion
  • Negotiation
  • Closing on large, complex opportunities/bids
• Take full ownership for IoT opportunities from lead generation up to signature.
• Proactively drive innovation and value-creation for the customer by bringing intellectual value and consultative advice to key customers that enable differentiated positioning with competitors.
• Liaise with central domain teams (Marketing, Product Development, etc.) and local/global Solution Experts.
• Provide relevant input / feedback based on customer requirements.
• Note and escalate service development required to meet customer needs.
• Stay abreast of market developments, trends, competitors’ landscape, market-based price for specific area of expertise.
• Support development of value propositions to customers that are transversal to the IoT portfolio.
• Develop partnerships and work with our partner’s local sales team to identify opportunities.
• Identify and manage third parties within proposed solutions; position Orange as the solution integrator.
• Fully accountable for closing IoT opportunities.
• Be a contributor / account team member on multi-service deals as expertise is required.
• Provide accurate forecasts of strategic and tactical opportunities.
• Lead activities with Sales Enablement Team to develop the pipeline including the drive of specific programs to support the pipeline, sometimes with key partners.
• Consolidate customer requirements to prioritize product development - providing input to the product management team for industrialization, replicating successes and developing "best practices" with the purpose of improving sales, profitability and of reducing development time.
• Maximize contracts value by up-selling and cross-selling more Orange products and services to existing customers.

Qualifications

• Bachelor’s Degree in a technical engineering discipline or business followed by 10 years of technical sales experience.
• 5 years of experience developing and selling complex IoT solutions to multi-national enterprise companies.
• 5 years of experience in developing, selling, and closing Industry 4.0 solutions to Manufacturing Vertical and other industrial sectors.
• 5 years of experience leading cross-functional multi-disciplinary teams.
• 5 years of experience meeting or exceeding challenging sales targets.
• 5 years of experience with IoT connectivity technologies such as cellular 2G-5G, LoRa, Private LTE or similar.
• 5 years of technical experience in the following areas:
  • Radio Frequency (RF) communications in plant environments
  • Programmable Logic Controllers (PLC)
  • Industrial protocols, such as Industrial Ethernet, BACNet, MODBUS or CANBUS
  • Real-Time Operating System (RTOS), Operating System (OS) and Bare Metal applications
  • SAP integration
  • Edge computing
  • Additive manufacturing / 3D printing
  • Digital Thread / Digital Twin
  • IoT security
  • Data Science & manufacturing analytics (e.g., predictive maintenance)
  • Agile / DevOps / open source
  • Purdue OT framework

Requirements

• Telework: 100% Remote; position may be performed from anywhere within the U.S.
• Travel: Ability to travel 30% of the time.
• Salary: $148,750 to $201,250 per year.
• Location: 100 Galleria Pkwy., Suite 300, Atlanta, GA 30339.

Benefits

• Global Opportunities: Work in multi-national teams with opportunity to collaborate with colleagues and customers from all over the world.
• Flexible Work Environment: Flexible working hours and possibility to combine work from office and home (hybrid ways of working).
• Professional Development: Training programs and upskilling/re-skilling opportunities.
• Career Growth: Internal growth and mobility opportunities within Orange.
• Caring and Daring Culture: Health and well-being programs and benefits, diversity & inclusion initiatives, CSR and employee connect events.
• Reward Programs: Employee Referral Program, Change Maker Awards.