Job Description

votre r\xc3\xb4le

Mission:

• You\xe2\x80\x99ll join a global presales team with presence in Paris, Rennes, Tel Aviv, Dubai, Singapore and Buenos Aires.
• Working closely with the sales managers, you build TV solutions proposals (IPTV, OTT, Security) for our prospects and customers in the pan-European region. Additionally, you may also be required to provide support to your colleagues in Latin American region, if need be.
• You\xe2\x80\x99ll analyze the customers needs, their business challenges, their technical ecosystem and build the most accurate solution proposal in cooperation with the Product, Operations & R&D teams.

Activities:

• Pilot, negotiate and sign complex deals in collaboration with the Sales Manager and the client\xe2\x80\x99s team in one or more areas of specialization.
• Understand the strategy and business challenges of VO\xe2\x80\x99s clients and adapt the offer accordingly. Establish a strong relationship with your client and be recognized as a trusted technical advisor to the client.
• Participate in business qualification & the construction of the commercial response strategy with the Sales Manager and develop a business strategy.
• Coordinate the response (RFx and direct) with internal (Product, R&D and Operations teams) and external contributors (VO\xe2\x80\x99s Partners) to develop the commercial & Technical proposal on very complex solutions.
• Demonstrate the value of the proposed offering based on ROI, TCO, etc.
• Present the proposal to the client, defend it at a high level, if necessary, and provide support to the account manager to steer the negotiation & maximize the margin until the signing of the contract while guaranteeing customer satisfaction and loyalty.
• Identify new potential partnerships and manage existing partnerships as part of solution integration with VO\xe2\x80\x99s partners.
• Prepare and setup POCs and demos and provide support during key industry forums, trade shows and other exhibitions.
• Contribute to the development of the VO roadmap and porfolio.
• Provide support to your peers in the other regions of the world and transmit knowledge to others.
• Create RFCs for new feature developments/customer requirements. Contribute to the continuous improvement of presales tools and processes.
• Ability to travel at least 40-60% of the time is expected

Challenges:

• Develop complex solutions while preserving VO\'s margin.
• Identify the decision-making process of clients and address decision-makers even at a high level.
• Manage internal and external stakeholders.
• Validate the proposal by all the stakeholders within VO.

votre profil

Technical know-how:

• Good understanding of broadcast & pay-tv domains such as DVB, IPTV & OTT and the related video streaming protocols
• Know-how of E2E TV Delivery solutions would be a plus.
• Knowledge of VMware and microservices infrastructures such Kubernetes, Docker, Anthos, etc. would be a big plus

Soft skills:

• Solution oriented approach and an appetite for challenge
• Team player and ability to work in a diverse and multi-cultural environment.
• Autonomous and proactive behaviour with a high-level of analytical ability
• Effective handling of crisis scenarios and an ability to synthesize complex issues and topics.
• Confident communication skills. Ability to adapt oral or written communication to the audience and ensure that the message is properly understood and stimulate dialogue.

5 years experience in a customer facing technical role such as Solution Architect or Presales is expected.

English is mandatory; Malay and/or French and/or Mandarin would be a plus.

Masters Degree in Telecommunications or Computer Engineering or related technical domains.

le plus de l\'offre

The following position is offered via our affiliate Viacess-Orca.

Viaccess-Orca, based in France (Paris La D\xc3\xa9fense and Rennes), Israel, Finland, Asia and Latin America, is part of the Orange Group of companies with solutions deployed in over 35 countries, reaching more than 27 million subscribers.

Viaccess-Orca (VO) is a leading global solutions provider of OTT and TV platforms, content protection and anti-piracy services, as well as advanced data analysis solutions for a personalized TV experience. VO provides our technologies to Pay TV operators and content providers.

Joining us means being part of a multicultural environment and discovering the advantages of belonging to a big group, all while being managed as a small company!

entit\xc3\xa9

Hosted Staff, HR Svc Contracts

Orange Business Services manages and integrates the complexity of international communications, freeing our customers to focus on the strategic initiatives that drive their business. Our extensive experience and knowledge in global communication solutions, together with our understanding of multinational business and local support in 166 countries and territories, ensure that our customers receive a consistent, global solution wherever they do business.

contrat

CDI

Orange