Partner Engagement Manager

Orange Business is here!

About us

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.

About the role

The Sales Growth Team plays a key role to drive new ways of doing business, leveraging partners, channels, new technologies and data to create opportunities for the territory sales teams to grow and achieve their targets. As part of the Partner Team , the Partner Engagement Manager will access partners (both managed by themselves, managed by others in the team, and managed by Global Partner Management) and leverage them to contribute towards the Swiss, South, and Eastern Europe territory, achieving its sales target.

Specifically, this role is intended to develop partnerships with the Hyperscalers Marketplaces, initially creating a facilitation channel, with the longer‑term aim to create a new sell‑through channel.

Why become a Partner Engagement Manager

This role is critical to the development of the European Business. Telco Sales is no longer based upon selling a telcos individual product and has become an ecosystem sale where partner products and solutions are an integral part of what Orange sells to its clients and is central to the value we bring to the customer. Additionally the rise in the use of marketplaces to retire commitments made to hyperscalers has created a facilitation environment which Orange must partake in.

As a Partner Engagement Manager, you will be instrumental in developing and nurturing these strategic partnerships, to enable the cluster and region to drive revenue growth which contributes to the company’s success.

Your efforts will directly impact Orange’s ability to deliver innovative solutions and strengthen its market position.

• The mission of the Partner Engagement Manager is to maximise the role of partners within Orange’s ecosystem by driving collaboration, enhancing partner engagement, and increasing revenue through strategic joint initiatives.

Main activities

• Operationalize Orange Business’s Partner Management for allocated partners across supported clusters.
• Support the Cluster Team in driving engagement with both your partners and those managed by your colleagues and the Partner Sales Team partners to increase win chances in deals.
• Cultivate strong partner relationships to identify and leverage cluster opportunities effectively.
• Work collaboratively to integrate partner pipeline leads into the cluster pipeline, enhancing business opportunities.
• Facilitate partner deal registration processes to ensure pricing and technical support for Orange's opportunities.
• Engage partners in key account planning sessions to drive joint success.
• Establish governance structures for consistent partner engagement, ensuring strategic oversight.
• Utilize partner portals and programs to maximize resources, training, and co‑marketing funds.
• Identify and access local partner marketing budgets for lead‑generating activities.
• Promote participation of partners in Orange’s campaigns and events to maximize reach and impact.
• Drive the implementation of marketplace framework contracts in cluster countries, adjusting to industry trends.
• Manage partner relations positively, addressing critical situations transparently while collaborating with senior management when necessary.
• Support the Sales Academy in facilitating knowledge transfer for sales and pre‑sales teams, enhancing their understanding of partner solutions.
• Ensure regular assessments of partner participation through planned mapping and engagement strategies.
• Develop collaborative business plans promoting Orange within partner organizations.
• Act as Partner Sales Lead for the hyperscalers and create a Facilitation Channel for marketplaces and a plan develop into a full sell‑through model.

Dimensions

• People Management:
• While the Partner Sales Manager does not have direct reports, this role influences the broader sales and partner teams through leadership and motivation.
• Fostering a collaborative culture that empowers team members and partners to maximize their contributions is essential.
• Effective communication and relationship‑building skills will drive engagement and inspire others towards achieving shared goals.
• Financial:
• Does not have an individual budget but is responsible for developing a partner‑funded marketing budget aimed at supporting joint events and campaigns.
• Accountability for creating a partner pipeline, which is integral for strategic growth and alignment with business objectives.
• Responsible for meeting financial targets related to partner sales, including delivering sales TCV, order, and revenue targets jointly with partners.
• Other:
• Coordination of all joint activities, events, and marketing campaigns with Orange Marketing and external partners will ensure alignment and maximum impact.
• Must accurately track and report on campaign effectiveness, providing insights for continuous improvement while collaborating on future strategies.
• Regularly engage with marketing and partner teams to strategize on outreach approaches that elevate Orange’s brand presence within partner ecosystems.

About you

Professional skills:

• A solid background in partner management and sales is essential for success.
• Fluency in English is mandatory to effectively communicate in a global environment.
• Experience selling ICT solutions and value‑added services is required to engage with partners knowledgeably.
• A degree or equivalent experience in a relevant field is necessary for a strong foundation.
• Familiarity with sales certification and partner‑specific knowledge will enhance strategic planning.

Soft skills:

• Demonstrating broad knowledge of Orange’s portfolio and its partners is crucial for informed decision‑making.
• An ability to foster strong relationships and trust with external partners is vital.
• Building trust within the sales and pre‑sales community enhances collaborative efforts.
• Inspiring the sales teams regarding the importance of partner engagement drives collective success.
• Strategically structuring initiatives displays effective leadership and project‑management abilities.

Education:

• A degree or equivalent experience in a relevant field is required.
• Sales certification and knowledge from relevant partner organizations is a beneficial addition.
• Fluency in English is essential, while knowledge of local cluster languages is a plus.

Experience:

• At least 6 years of experience in a sales and relationship management role is mandatory.
• Experience in ICT solutions and providing value‑added services is expected.
• Familiarity with working within a matrix environment will support effective collaboration.
• Experience in partner engagement and management is advantageous to succeed in this role.

You bring passion, energy, taste for exploration and adaptability. You seek the opportunity to expand your knowledge and develop new skills.

What we offer

• Global Opportunities: Work in multi‑national teams with opportunity to collaborate with colleagues and customers from all over the world.
• Flexible Work Environment: Flexible working hours and possibility to combine work from office and home (hybrid ways of working).
• Professional Development: training programs and upskilling/re‑skilling opportunities.
• Career Growth: Internal growth and mobility opportunities within Orange.
• Caring and Daring Culture: Health and well‑being programs and benefits, diversity & inclusion initiatives, CSR and employee connect events.
• Reward Programs: Employee Referral Program, Change Maker Awards.

Only your skills matter

Regardless of your age, gender identity, race, ethnic origin, religion/belief, sexual orientation, marital status, neurotype, 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.