Telco Sales Lead

2 weeks ago

Toronto, Ontario, Canada Orion Innovation Full time
Orion Innovation is a premier, award-winning, global business and technology services firm.

Orion delivers game-changing business transformation and product development rooted in digital strategy, experience design, and engineering, with a unique combination of agility, scale, and maturity.

We work with a wide range of clients across many industries including financial services, professional services, telecommunications and media, consumer products, automotive, industrial automation, professional sports and entertainment, life sciences, ecommerce, and education.


_ Sales Lead / Director - Client Services (Telecommunications & Media)_

_ Who We Are:
_

Responsibilities:

As a Sales Lead / Director in the Telecommunications & Media (telecom) vertical you will be responsible for
:Tier 1 Carrier Accounts

  • Responsible for supporting Orion's Tier 1 Telecom 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, and business/technology/operations priorities and help them design solutions, and services to meet these goals by leveraging Orion's capabilities & competency areas.
  • Develop, own & manage account plans, and sales strategies, respond to and deliver on client requests; respond to RFI's/RFP, technology & service needs. Proactively identify opportunities, and make solution proposals, and presentations to clients 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 pursue GTM strategy for Named Accounts from pursuit to closure
  • Leading sales and market development efforts including segmentation, demand generation, and sales progression
  • Developing, and leading marketing campaigns designed to generate leads and new qualified opportunities within customer segments/micro verticals and named account list
  • Pipeline management maintaining the accuracy of the sales management system to document the status of campaigns, leads, and opportunities
  • Mapping client/prospect business, technology, and operations need to Orion's capability areas. Shaping digital solutions and services that address specific problems, challenges & pain areas
  • Engaging with internal teams in constructing the solution scope, presenting those solution proposals to the client/prospect and consulting with the client/prospect in explaining benefits, and execution methodologies associated with the solution scope
  • The role also requires being a strategic advisor, providing management consulting, and becoming a coach/guide to stakeholders in the process.
  • You will need to be a Thought Leader in the Telecom space with a good understanding of macro & microtrends, the 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 SaaSbased 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 continuously lead and manage C-Suite relationships, the steering committees for engagements, and grow & nurture the relationships opened through the new client acquisition process.

Qualifications:

  • Requires solid understanding of Telecom Domain including a high degree of domainled consultative selling
  • Requires significant interaction with business, technical, and operations stakeholders. Communication will be key.
  • Requires good understanding and prior experience in selling & managing Tier 1 Carrier accounts including R&D, product management and vendor management
  • Requires solid understanding of digital solutions areas and usecase 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

_Some Skills we believe should stand out:_
Proven track record of success in technology sales positions in the Telecom vertical

Focus on Revenue, Customer Success and Cost Management

Expert in solution sales and domain-led sales

Extensive knowledge of the principles, proced

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