Job Description

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The mission of the Head of Presales is to oversee and be ultimately accountable for the building of Client Relationships and Sales in Orange IC / GCS APAC region, from a technical perspective, in order to significantly expand Orange IC (OIC) scope and portfolio of services with targeted clients and prospects.

As Head of Presales, the role involves management and supervision of a team of Presales engineers, defining objectives and strategy in accordance with the Company management objectives, and support the achievement of qualitative and quantitative targets from the GCS APAC Sales team as a whole.

This mission includes key stakeholders\xe2\x80\x99 relationships, contributing to joint sales planning, sales and solution strategy definition, identification of potential opportunities, and deal qualification.

Act as the trusted advisor for high revenue, high margin clients, for their IT and communication needs, and ensure that all solutions proposed by the Presales team are effective for their requirements. Through wide technology insight and client industry awareness, tthis role guides and influences clients on selected Orange services.

Responsible for managing the adoption of initiatives related to digital technology evolution/opportunities, with the ambition to increase and improve client relationships and grow the (profitable) business and value of services delivered by Orange.

Key accountability, on behalf of the Presales team, in bid/solution development. He/she is expected to understand client\xe2\x80\x99s business- and solution requirements and translate these into Orange services and solution blocks. With this comes the task of providing key client information and solution development guidance to the (regional) bid teams.

Expected to understand the client ICT landscape and to have an instrumental contribution to the client facing activities such as discovery workshops, client presentations, supporting development of a client\xe2\x80\x99s digital journey, consultative selling and (contract) negotiation.

Key accountabilities
1. Be a trusted advisor for our prospective and existing clients
2. Manage the Presales strategy and the focus of the Presales team in accordance with Company objectives
3. Build credibility for Orange offers towards clients
4. Identify and drive innovation activities, internally and externally
5. Provide technology thought leadership
6. Support bid responses and own solution strategy

Work with the Account Managers, Area Managers and VP of Sales for GCS APAC to identify, define and qualify opportunities to ensure growth in target accounts

- responsible for overseeing the accounts in the sale of the end-to-end portfolio of Orange services related to the company\'s area of expertise

- support the account management team in defining scope of solution and create compelling customer specific propositions by creatively bundling our services capability and those available through third party

- in support of account managers proactively drive innovation and value-creation for the customer by bringing intellectual value and consultative advice to key customers

- work with our partners\' local sales team to identify opportunities

- be ultimately accountable for solution designs to answer customer requirements.

- act as escalation point for technical and commercial issues related to the proposed solutions

- support the account team in the hand off to delivery teams

- ensure and manage the smooth transition of Projects from presales stage to build stage

- assist in value generation through working with C2SO, OINIS and other internal and / or technical functions to ensure after-sales, customer services issues are taken care of.

votre profil

Education

• MSc degree in telecommunications or information technology and systems or other relevant field

Experience

• Minimum 15 years related work experience in customer facing organizations within the telecom or IT industry or technology and/ or management consulting
• 10+ years of experience in (management) consultant and / or pre-sales
• Understanding of multiple industry verticals is preferred
• Proven track record in creating and positioning solutions to client needs

Optional IT industry experience in one or more of the below:

• Hybrid networks
• Cloud solutions
• Roaming solutions
• Security

Relevant job skills and certifications

• Fluent in English, knowledge of French preferred.
• Ability to visualize, simplify and explain complex technical and business solutions
• Ability to create and present conceptual designs and case studies

\xe2\x80\x9cOn top of\xe2\x80\x9d current IT trends

• Ability to work at all levels and understand strategic business and ICT issues
• Ability to recognize and assess client\xe2\x80\x99s key business drivers and challenges
• Ability to develop the level of credibility that positions Orange to collaborate on the construction of client\xe2\x80\x99s business cases
• Good presenter and enjoying this challenge

Optional job skills

• Ability to understand legal and financial concepts
• Good negotiation skills
• Business market understanding e.g. manufacturing industry, electronics and other verticals
• IT Best practice e.g. TOGAF, ITIL
• Knowledge of Continuous Improvement concepts and processes
• Accreditation / certifications in area of expertise

le plus de l\'offre

This job opening is within the Orange Wholesale division, International Carriers (IC). International Carriers is the Group entity in charge of business relations with international operators, content providers and GAFAs on wholesale and connectivity services. With a staff of 500 people and offices in Paris and in 21 countries around the world, IC manages three main types of business: voice, data and internet, and mobile services.

IC brings together all the areas of an end-to-end commercial activity: pre-sales, sales, marketing, after-sales service, sales administration, communication, and finance.

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