Business Manager Grands comptes Senior Secteur Public F/H

Role Summary

Are you passionate about digital and want to take on strategic challenges with Major Public Sector Accounts? Do you know how to transform a customer relationship into a true partnership of trust, and a business need into a business opportunity?

Join Orange Business — Digital Services as a Senior Key Account Business Manager and take responsibility for strategic accounts in the Public Sector (Ministries and Large Public Operators).

Orange Business' ambition is to become the leading network and digital integrator in Europe, building on our strengths around new generation connectivity solutions, the cloud, Data and AI and cybersecurity.

Our 30,000 women and men present in 65 countries, whose every voice counts, are all driven by the same determination and the same team spirit, to build the digital solutions of today and tomorrow and create a positive impact for our clients, for their employees and for the planet.

We offer exciting opportunities through innovative projects in Data and Digital, Cloud, AI, Cybersecurity, IoT, and Digital Workspace.

Within Orange Business, Digital Services is the expert entity in systems integration and the provision of tailor-made application services or in SaaS mode.

Our mission is to help our customers unlock the full potential of Cloud, Digital and Data.

We are committed to offering innovative services adapted to the needs of our clients, while promoting an inclusive and collaborative work environment.

Responsibilities

• Reporting to the National Sales Department of Major Accounts, within a sector-based, experienced and ambitious team, you will take charge of a portfolio of strategic accounts in the Public sector, particularly in the Health and Education segments.
• You are the reference point of contact for your customers, the conductor who mobilizes all of Orange Business' resources to build and deliver high added value responses.
• You will be responsible for the strategy of your named accounts with all the support of Orange Business, and of your management, necessary to implement an ambitious, respectful action plan in line with the challenges of our customers.

Our offers will allow you to differentiate yourself from our customers with an end-to-end positioning, from Hardware to agnostic Managed Service on the Infrastructure side, from Specific Internal Products to essential publisher Solutions on the market, from Application to Customer and/or Employee Experience, from Quality to Data Governance, without forgetting AI and our ability to Acculturate/Train/Upskill our customers.

Development and commercial management

• Develop and deploy the commercial strategy for each named account, with an ambitious action plan aligned with the business challenges of your customers and the company's strategy;
• Identify, qualify and realize growth opportunities (upsell, cross-sell, new projects);
• Manage your business and qualitative KPIs with rigor and transparency;
• Carry out targeted prospecting actions: trade fairs, conferences, sectoral events.

Customer relations and partnerships

• Build and maintain lasting relationships of trust with decision-makers (C-Level, DSI, Business Departments);
• Understand the specific sectoral challenges of your clients (resilience and digital sovereignty, IT modernization and acceleration of digital transformation, use of AI, data management, etc.);
• Develop and manage the partner ecosystem: publishers, manufacturers, ESN.

Coordination and cross-functional leadership

• Manage in project manager mode the multidisciplinary teams mobilized on your accounts: pre-sales, specialized teams, regional management, support services;
• Ensure the consistency and quality of responses provided to your customers.

Requirements

Bac+5 training — Business School, Engineering School or equivalent

• Minimum 10 years of experience in a senior commercial role in an ESN, integrator, publisher or IT services company, with proven experience in Major Accounts.
• Knowledge of the public sector is a prerequisite.

Your hard skills

• Strategic management of key accounts
• Mastery of Cloud, Digital, Data and AI offers
• Negotiation and closing on long and complex cycles
• Management of KPIs and commercial reporting (CRM)
• Understanding of IT and digital transformation issues
• Animation of a partner ecosystem.
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About the Company

Orange Cyberdefense is the strategic entity of the Orange Group dedicated to digital security. We support companies of all sizes, critical organizations, administrations and local authorities in the design of their cybersecurity strategies, their implementation and their operational management.

We provide them with our expertise to ensure the best level of protection of their data, their equipment and the services they offer to their customers or constituents.

With a turnover of €1.3 billion in 2025, 7% growth and more than 3,300 experts dedicated to cybersecurity, we are today positioned as the European leader in the cyber defense market.

Our vocation is to build a safer digital society.