The Account Manager for the public segment is responsible for pursuing new business opportunities within the public sector while maintaining and nurturing existing client relationships. This role involves understanding the unique needs of public sector entities and delivering tailored ICT solutions to meet their objectives, with a strong focus on the new client acquisition. This role is focused on the IRISnet customer.
About IRISnet:
IRISnet 3 frame contract, awarded via a public RFP, is covering telecom and ICT services for all the administrative institutions of the Brussels Region and all the communalities within this region. The frame contract duration is minimum 10 years with a possible extension of 5 years.
The Public Account Manager focuses solely on public clients and public accounts/institutions targeted in the Brussels region. These public institutions/prospects are in the SMA/HSMA/CMA segments. The objective is to convince the clients' or prospects' organizations to redirect their ICT budgets to IRISnet SRL/Orange Group.
Your responsibilities:
New Business Development (Hunting - 70%):
- Proactively identify clients (in the target of potential 550 PAB"s who can join the IRIS market3), including government agencies, educational institutions, and non-profit organizations.
- Understand the customers or prospects business sufficiently to match their ICT/ needs with IRISnet/Orange solutions.
- Determine a commercial approach and right storytelling to translate that into an account development (ADP) plan that describes the commercial strategy and execute it.
- Conduct in-depth research to understand potential ICT clients' needs and challenges.
- Prepare and deliver compelling sales presentations and Account Development Plans (ADP).
- Build a robust pipeline of potential clients through networking, hospitality events, and market research.
Client Relationship Management (Farming - 30%):
- Develop and maintain strong, long-term relationships with new IRISnet clients and public organisations.
- Understand the general principles of public budget allocation.
- Act as the primary point of contact for existing clients, ensuring a high level of customer satisfaction.
- Identify opportunities to upsell and cross-sell additional ICT solutions to current clients.
- Ensure ongoing client engagement and satisfaction through regular communication and check-ins.
Solution Selling:
- Understand specific needs and challenges of public sector clients.
- Collaborate with internal teams (Orange ICT experts/Presales, Product Mkt..) to design and propose customized ICT solutions.
- Stay informed about industry trends (mainly vendors -Cisco, Fortinet, HP/Aruba…) and emerging technologies relevant to the public sector.
Reporting and Documentation:
- Maintain accurate records of client interactions, sales activities, and project progress.
- Prepare regular reports for senior management on account performance and market insights.
Your profile:
- Minimum Bachelor’s degree
- Minimum 2-5 years of experience in account management or sales role, preferably within the ICT sector, IT or similar environment and in a Hunting position (Get)
- Sales experience and sales training, especially in ‘target selling’ or equivalent
- Previous experience in the public sector is a real plus
- Good knowledge of the ICT/communication market
- Knowledge in application of technology, in IT or communication, or preferably both
- Understanding of customer’s influence circle dynamics
- Excellent communication and negotiation skills
- Fluent English and French, basic Dutch would be a plus
What we are offering:
A dynamic working environment where you have every opportunity for personal development. Moreover, you can look forward to the following compensation and benefits package: a market competitive salary, a company car, performance bonus, meal vouchers, 32 holidays per year, pension provision, life assurance and accident cover, and medical insurance.
Inspired? Then we would like to hear from you! If there's a match in the making, we'll invite you for a first interview!
What We Do
Orange is one of the world’s leading telecommunications operators with sales of 43.5 billion euros in 2022 and 136,000 employees worldwide at 31 December 2022, including 75,000 employees in France. The Group has a total customer base of 287 million customers worldwide at 31 December 2022, including 242 million mobile customers and 24 million fixed broadband customers. The Group is present in 26 countries. Orange is also a leading provider of global IT and telecommunication services to multinational companies under the brand Orange Business. In February 2023, the Group presented its strategic plan « Lead the future », built on a new business model and guided by responsibility and efficiency. « Lead the future » capitalizes on network excellence to reinforce Orange's leadership in service quality.
