Senior Client Associate

Join us at Orange Business!

We are a network and digital integrator that understands the entire value chain of the digital world, freeing our customers to focus on the strategic initiatives that shape their business.

Every day, you will collaborate with a team dedicated to providing consistent, sustainable global solutions, no matter where our customers operate. With over 30,000 employees across Asia, the Americas, Africa, and Europe, we offer a dynamic environment to develop and perfect your skills in a field filled with exciting challenges and opportunities.

The Senior Account Associate is responsible for owning and driving organic growth and upselling cross-functional activities, with strong customer engagement, relationship management and alignment with account teams, focusing on customer success (customer satisfaction and service adoption) and business development (upselling). The role owns the end to end Quote to Order process and Sales Operations activities for medium to large accounts in the Americas region, ensuring performance aligned with clear targets for assigned accounts.

This position is responsible for maintaining regular face to face customer reviews for commercial needs, including organic growth and quote to bill related activities, playing a key role in building customer intimacy and trust while identifying and developing new upselling opportunities in collaboration with account teams. It also manages renewal opportunities within Sales Operations scope, with full ownership of contract renewal up to TCV $1M.

The role monitors account profitability, ensuring pricing for organic growth opportunities aligns with account health and profitability evolution, and ensures that contract clauses are adhered to throughout the commercial lifecycle, including monitoring contract dates.

The Senior Account Associate participates in Monthly Business Reviews and Quarterly Business Reviews, presenting the quote to order process and ensuring governance of Sales Operations activities. It acts as the first point of contact for multiple customer requests related to new business needs, contract topics and other commercial issues.

Additionally, the role supports bid related activities, ensuring proper quoting and alignment of sales and customer expectations prior to submission, while enforcing compliance and regulations for new bids.

It is also responsible for promoting and training Sales Administrators and Account Associates, supporting their development and career progression in alignment with their ambitions, skills and personal traits, while focusing on productivity, efficiency and achievement of results.

• Ability to engage with internal and external clients to identify and support business opportunities

• Ability to lead customer facing communication

• Ability to handle multiple projects simultaneously

• Have good understanding of telecom and IT market and solutions

• Ability to understand customer (internal and external) requirements, challenges and needs and develop commercial proposals aligned with customer expectations

• Good understanding of sales and quote to bill processes: how bids are managed, how quotes and orders are processed, impact of quote to order activities in the service delivery and operations chains, execution of terms and conditions of service agreements, management of billing issues, etc

• Team player that is communicative, organized, flexible and used to work in a stressful environment

• Sales driven, commercial behavior with respect for company compliancy rules

• Ability to identify problems and work to resolution as required, analysing trends in order identify opportunities

• Experienced working towards targets and deadlines

• Ability to build a network of people, getting things done

• Having a good understanding what influence invoice or payment issues can have on a company’s cash flow

• Have a good understanding for what influence customer experience and company objectives

• Ability to work with office tools and data analysis. Advanced expertise on Microsoft Excel and Powerpoint is desirable

• Basic financial skills

• Good understanding of Orange products and services

 

• Academic degree in business administration, international business or equivalent

• Degree in business, engineering or related field is preferred

• Languages: English fluently, Portuguese is mandatory, Spanish is desirable

• ITIL Fundamentals

• PMP, ISO knowledge a plus

• MBA/Masters degree or equivalent education is an added advantage

 

• + 5 years’ experience as Sales or Sr Account Associate in a different organization

• + 5 years’ experience as an Account Associate

• Minimum of 7 years’ experience in global IT/Telecom

 

• Clear & proactive internal and external customer communication

• Able to deal with dual reporting lines and virtual teams

• Fast learning and self-motivated

• Experience in Quote to Order processes

• Initiate and execute projects to develop the community

• Negotiations / Delegation skills

• Demonstrate responsibility/taking ownership

• Being able to function well under stress

• Multi-tasking ability

• Proactive behavior

You bring a can-do attitude, tackle challenges head-on and challenge the status quo with new and innovative ideas.

Regardless of your age, gender identity, race, ethnic origin, religion/belief, sexual orientation, marital status, neuroatypia, disability, veteran status or appearance, we encourage diversity within our teams because it is a strength for the collective and a vector of innovation. Orange Group is a disabled-friendly company and equal opportunity employer: don't hesitate to tell us about your specific needs.