Job Description

about the role

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.

The Head of Presales should 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, the Head of Presales guides and influences clients on selected Orange services.

The Head of Presales is 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.

The Head of Presales has 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.

The Head of Presales is 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.

about you

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

additional information

contract

Regular

Orange