Job Description – Client Partner Telecommunications, Media, and Technology

Who are We:

Orion is a leader in digital transformation and digital product development. A new breed of player with a unique combination of agility, scale and maturity, we’re rooted in engineering and experience design with a team of over 6,000 associates located in delivery centers across the U.S., Asia, and Eastern Europe.  We help enterprises develop their roadmap for digital transformation and deliver technology-driven efficiencies, improved customer experiences and new digital offerings. For further details visit www.orioninc.com.

Responsibilities in Brief:

As a Client Partner in the Telecommunications, Media and Technology (TMT) vertical you will be responsible for two primary aspects:

Account Growth: Client Services

• Covering Orion’s Existing 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, business / technology / operations priorities and help them design solutions, services to meet these goals by leveraging Orion’s capabilities & competency areas.
• Develop, own & manage account plan, sales strategies, respond to and deliver on client requests; respond to RFI’s/RFP’s, technology & service’s needs. Proactively identify opportunities, make solution proposals, presentations to client in line with account & client strategy.
• Own the entire account operations process – prospecting, forecasting, contracts/SOW, invoices
• Oversee the delivery of Orion’s commitments to clients by working closely with Orion’s various service delivery teams.

Named Accounts / Sales

• As Sales lead, your role will be to prospect for new opportunities from pursuit to closure
• Lead sales and market development efforts including segmentation, demand generation, and sales progression
• Forecast/Pipeline management - maintaining accuracy of sales management system to document the status of opportunities and pursuits
• Mapping of client/prospect business, technology, operations needs to Orion’s capability areas. Shaping digital solutions and services that address specific problem areas, challenges & pain areas.
• Engaging with internal teams in constructing the solution scope, presenting those solution proposals to client / prospect and consulting with client/prospect in explaining benefits, execution methodologies associated with the solution scope

• The role also requires being a strategic advisor, provide management consulting, becoming a coach / guide to stakeholders in the process.
• You will need to be a Thought Leader in the Telecom space with good understanding of macro & micro trends, 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
• Lead and manage Client relationships at all levels and grow & nurture the relationships opened through new client acquisition process.

Qualifications:

• Requires solid understanding of Telecom Domain –including a high degree of domain led consultative selling
• Requires significant interaction with business, technical, operations stakeholders. Communication will be key.
• Requires good understanding and prior experience of selling & managing Telecom relationships with NEPs, including R&D, Product Management and vendor management
• Requires solid understanding of digital solutions areas and use-case 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
• Preference will be given for having sold services to an NEP, or worked for an NEP selling to a CSP

Some Skills we believe should stand out:

• Proven track record of success in technology sales positions in the Telecom vertical – specifically currently selling into NEPs
• Focus on growth and profitability
• Experience in solution sales and domain led sales
• Excellent organizational skills, team working skills and attention to detail.

Education and Experience:

Bachelor’s degree in Business, Engineering or Science, or another industry-related field required; MBA is a plus.

At least 10 years of Telecom software and services sales or product management experience