Presales Solution Partner - Sr

Location

El Segundo, CA | United States

Job description

votre rôle

In collaboration with Sales, the Senior Pre-Sales Solution Partner’s mission is to build strategic relations at all levels including executive level and significantly expand the Orange Business Services scope and portfolio of services with targeted customers and prospects. This mission includes key stakeholders relationships up to and including CxO,  collaborating with sales on business and account development planning, sales and solution strategy definition,  deal qualification, solution design, deal shaping and management of multi-domain resources for complex solutions.

In addition, the Senior Pre-sales Solutions Partner in collaboration with their respective Orange account manager is responsible for establishing and building credibility with our strategic partners and defining joint account development strategies. This would include the partners Account management & Engineering teams. As well as leveraging both internal & external expertise to expand the Orange Business Services scope.

The Senior Pre-sales Solution Partner should act as the customer advocate for their IT and communication needs and ensure that proposed solutions are effective for the customer. Through wide technology insight and customer industry awareness, the Senior Pre-sales Solution Partner would use innovative technical sales tactics to guide and influence our  customers on  all Orange services.

The role is responsible for continuously looking into digital technology evolution/opportunities with the ambition to increase our customer intimacy and grow the (profitable) business and value of services delivered by Orange.

To become the trusted advisor for their customers:

• Understand the customers business and strategy
• Understand the ICT environment and infrastructure needs of multinational companies
• Understand the markets the customer is operating in
• Promote to the customer new innovations that would improve or enhance the customers business
• Support customers in finding solutions to their business needs
• Develop trust and credibility across all levels of customers organizations engaged
• Position oneself as a key advisor of the customer decision-makers and influencers
• Use the knowledge on Orange solutions and innovations to shape solution strategy that are meeting and if possible anticipating customer requirements and needs
• For existing customers act in the role of Enterprise Architect proposing solutions to deliver key business benefits     
• Lead and position Orange and partner innovation (R&D) as a key future enabler of a customers digital transformation programs.    

• Expected to act in a coaching role and provide support to less experienced team members

Provide technical thought leadership:

• Demonstrate knowledge of industry technology developments within infrastructure and solutions sectors
• Provide regular assessment of competitor propositions
• Ensure successful innovative solutions are circulated and shared as developing best practice through mentoring, coaching, ad-hoc seminars and by uploading to knowledge management repository as appropriate
• Contribute to ICAP - consulting documentation, white papers and business/technology material as required
• Maintain a broad degree of technical knowledge of all Orange Business Services products and industry, services and solutions sets
• Ability to interface with customers as required in support of internal sales, operational personnel, or established third party relationships.

Bid response support and processes

• Understand customer business and solution requirements, and translate these into Orange services and solution blocks. With this comes the task of providing key customer information and solution development guidance to the bid teams.
• Maintain a thorough understanding of the external tools that are required in conjunction with internal tools, systems and processes in order to develop quality / approved technical proposals to customers as this may be required from time to time in local language
• Secure as required additional resources in bid response teams to accommodate specific customer requirements in accordance with Orange Business Services established processes and policies
• Evaluate jointly with the bid team cost and profitability drivers i.e. LOE, capex and 3rd party costs to ensure competitive pricing and margin upkeep.

Multicultural – The job may involve selling into and across multiple national cultures (North American, British, French, German, Swiss, Asian etc.) within a multinational client’s organization. Cultural and inter-cultural skills are therefore necessary.

Personal Energy / Resilience – The role requires high levels of personal energy due to the need to meet demanding deadlines whilst maintaining healthy productive relationships both internally and externally.  High levels of time management are needed to ensure he/she can manage several opportunities at the same time.

Also international travel may be necessary depending on the nature of the particular deals.

votre profil

Knowledge and Abilities

Ability to work at all levels and understand strategic business issues

Ability to recognize and assess clients’ key business drivers and challenges

Ability to develop the level of credibility that positions Orange to collaborate on the construction of clients’ business cases

Business financial skills, e.g. understand business case concept (pricing/costing /risks provision, …) and the impact of changing elements on NPV, payback margin, “Commercial acumen”

Ability to understand legal concepts

“On top of” current IT trends,

Excellent presentation skills,

Excellent negotiation skills

Ability to visualize, simplify and explain complex technical and business solutions

Ability to create and present Conceptual designs and case studies

Business Market understanding e.g. mining industry, automotive and other verticals

“Understanding of Market pricing”

“Technical and business innovation skills”

“IT Best practice e.g. TOGAF, ITIL ”

“Leadership skills/effective guidance”- management of virtual international teams  is required

Fluent English

Fluent in the native language spoken within the commercial territory addressed by the Senior Pre-Sales Solution Partner is a big plus (e.g. German in Germany)

Ability to:

engage and partner with customers at a detailed technical level

deliver solutions which provide high value throughout the full life cycle of the

Job tags

Salary