Job Description

about the role Mission: You\'ll 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\'ll 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\'s team in one or more areas of specialization. Understand the strategy and business challenges of VO\'s 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\'s 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\'s 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. about you 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. additional information The following position is offered via our affiliate Viacess-Orca . Viaccess-Orca,based in France (Paris La D fense and Rennes), Israel, Finland, Asia and Latin America, is part of the Orange Group of companieswith 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. VOprovides our technologies to Pay TV operators and content providers. Joining us means being part ofa multicultural environment and discovering the advantages of belonging to a big group, all whilebeing managed as a small company! department Hosted Staff, HR Svc Contracts L\'ambition d\'Orange Business est de devenir l\'int grateur r seaux et num rique de r f rence en Europe, en nous appuyant sur nos forces autour des solutions de connectivit nouvelle g n ration, du cloud et de la cybers curit . Nos 30 000 femmes et hommes pr sents dans 65 pays, dont chaque voix compte, sont tous anim s par la m me d termination et le m me esprit d\' quipe, pour construire les solutions digitales d\'aujourd\'hui et de demain et cr er un impact positif pour nos clients, pour leurs salari s et pour la plan te. Nous offrons des opportunit s passionnantes gr ce des projets innovants dans la data et le digital, le cloud, l\'IA, la cybers curit , l\'IoT, ou encore le digital workspace etle big data. Venez vivre cette aventure avec nous!

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