Business IOT Solutions Specialist

4 days ago

gurugram, India Orange Business Services Full time

about the role

Mission

Drive the Operational Experience business in India including order intake and revenue. Build strong and lasting customer relationships with existing and new customers within the private and public sector. Work and support India Sales and presales organization to nurture, respond and close Operational Experience deals. Provide post sales support during the execution/delivery of Operational Experience projects. Develop and maintain India Operational Experience partner ecosystem and define joint solutions, value propostions and go-to-market strategies. Liase with Operational Experience APAC and global business unit to identify, qualify and introduce global solutions, partners and products into the Indian market. Develop innovative usecases and services by 

Main activities

Develop and execute sales strategies to attain revenue and profitability targets. Identify and capitalise on new business prospects, in accordance with future Smart Industries trends and investment to evaluate potential products and services. Cultivate and sustain relationships with key customers, ensuring their needs are met to drive satisfaction and loyalty. Negotiate contracts with partners, emphasising competitive pricing and superior product quality. Develop Operational experience business pipeline for India . This include marketing programs to grow the pipeline, directly or with key partners. Collaborate cross-functionally with departments like accounts, presales , marketing, operations, and finance to ensure seamless business plan execution. Ownership and accountability of the end-to-end sales process for operational experience opportunities , maintaining multiple lines of communication throughout the entire sales cycle, from sales prospecting, outreach, warm lead to contract negotiation and deal closure Facilitate high-level technical discussions on operational experience technologies including IOT/OT connecitivity, OT Security and IOT Usecases with stakeholders at all levels. Be a customer advocate and ensure an excellent customer experience post sales. Produce winning proposals that match customer expectations technicaly and commercially and clearly articulate Orange Business differentiation and value. Develop new channel partnerships and work with channel partner’s local sales team to create go-to-market strategies and solutions and to support all aspects of the sales cycle where required. Have attention to detail and ensure all information systems are updated with the relevant information describing the opportunity and its progress. Staying across customer and industry needs and goals to influence the product development roadmap

about you

Dimensions

Relationship Building:

Cultivate and maintain strong relationships with key clients, partners, and industry influencers. Regularly engage with clients to understand their evolving needs and gather feedback on our solutions and services. Actively participate in industry events, conferences, and seminars to enhance the company's visibility and establish the OB as an industry thought leader.

Proposal Management:

Oversee the creation and submission of detailed, accurate, and persuasive proposals and bids in response to client RFPs/RFIs. Ensure that proposals effectively communicate our offerings' strengths and differentiation. Collaborate with subject matter experts to develop technical and commercial sections of proposals, tailoring them to address specific client needs.

Solution Development:

Work in close partnership with cross-functional teams, including delivery, sales and marketing, to gain an in-depth understanding of our service offerings, differentiations, and capabilities. Articulate tangible business benefits, crafting customized solutions that address clients' unique pain points and requirements.

Client Engagement:

Serve as a trusted advisor to clients, leveraging your deep industry knowledge and understanding of customer contact center challenges. Conduct presentations and engage in strategic discussions with C-level executives, showcasing our solutions' value proposition and demonstrating how they align with clients' business goals.

Collaboration and Communication:

Collaborate closely with sales, marketing, and technical teams to ensure seamless alignment throughout the customer journey, from pre-sales to sales and implementation phases. Provide clear and concise communication of client requirements, feedback, and insights to internal teams, enabling continuous improvement of our offerings.

additional information

Key Skills, Knowledge and Abilities

10+ years of technical/consultative sales experience in Smart Industries digital transformation space particularly in manufacturing, smart cities and mining domains. Experience in a direct and channel sales offering transformational digital services. Proven experience building strategic relationships and selling Smart Industries solutions to C-Suite and senior-level decision-makers in manufacturing, smart cities and mining. Experience selling innovative solutions and introducing new technical concepts to solve problems and generate growth Strong technical experience in IoT, OT cloud , OT security, and IT/OT infrastructure. Strong interpersonal and problem-solving skills with the ability to positively influence others, internally and externally. Strong experience in Telecom and OT domain mainly Private Networks. Strong knowledge of software/application sales and delivery within IOT and digital domain. Strong experience in manufacturing or minning or smart cities industries. Excellent time-management and organisational skills, sharp attention to detail, and self-motivated in continuously learning and developing. Excellent written and spoken Hindi and English language skills- both written and verbally Be able to work on own initiative. Be able to meet targets and handle a high pressure environment. Sense of responsibility & ownership : results minded, tenacity with a "get it done" mind set. Intensive deal-shaping experience, proven industry connections to vendors. Have experience participating in large-scale projects and complex deals both pre and post sale with a good understanding of operational and support processes for mobile products.

Education:

Minimum Bachelor’s degree education

Qualification:

Minimum 10 years of work experience in a sales expert/business development role

Certifications:

Industry IOT certification (where applicable) is preferred

contract

Regular

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