Job
Description
Assigned as a core team member to pre-qualify an opportunity before bringing to full DAC qualification Perform an assessment of the opportunity and complete the solution qualification dashboard and produce a first cut, rough order magnitude model of the opportunity Work closely with the customer to understand their business objectives and compelling criteria to better shape the orange solution During solution development and negotiations of scope change present the solution as required to expedite achieving a high level of agreement Finalize the baseline through negotiate with the customer to gain agreement on technical and operational findings because of due diligence Accountable to produce an optimal solution meeting customer requirement utilizing GSI capabilities directly, through Partners, or other Third Parties Lead at least one technology / solution block and engage and direct other pre-sales consultants, design architects, and subject matter experts as required Negotiate scope and service level adjustments during presales phase as required Combine all available Orange Business Services and Third-Party resources to generate standard and non-standard service blocks Responsible for obtaining the necessary validations and approvals for both solution and associated costs Accountable for identification and quantification of the corresponding gaps and risk factors (technical, costing, SLA) and supporting mitigations in conjunction with Commercial Management Plan, manage, and lead key internal bid reviews: design to cost review, solution review and post contract handover review with the service delivery and project team Lead the production of the consolidated technical solution proposal documents including high level design and presentations as required, working closely with the Bid Program Manager / Account Manager Support the contracting process as the lead for the solution within the negotiating team, assessing customer desired changes relative to the impact on the solution and financial, as well as associated consequence of these changes Last point of escalation for unresolved issues within the technical and operations arena Participate in customer meetings to present and defend the solution from a technical and operational standpoint Support the contracting process as the lead for the solution within the negotiating team, assessing customer desired changes relative to the impact on the solution and financial, as well as associated consequence of these changes! Ability to choose partners, interface with them for the appropriate solution blocks and evaluate their scope and deliverables and fit into the overall solution to the customer demonstrate knowledge of industry technical developments within the Infrastructure and Solutions sectors; provide regular assessment of competitor propositions contribute to Orange Business Services Knowledge Management Repository to bring industry-leading solutions Degree in engineering, computer science or equivalent Degree in Business, Finance or other relevant field (or equivalent) Internship in a sales or marketing organization, preferably technology or software Membership in related professional organizations 3 to 5 years of experience in sales support for services renewals and software subscriptions Knowledge of CCW and other OEM tools Experience in working with OEMs like Cisco (mandatory), HPE/ Aruba, PaloAlto, Dell, Fortinet, etc Experience supporting and selling communications solutions and value add services Experience selling to, and management of, customers with IS related products such as deployment and operational support services, including LAN and WAN infrastructure equipment resell, value added services such as maintenance, maintenance takeovers, and managed services in the areas of LAN, IP video and IP telephony Understanding of the industry sector and key customers in that sector inclusive of related strategies and business challenges Ability to: Engage and partner with customer and internal staff as required Work in a virtual team environment Maintain good time management and organizational skills Desire to learn and develop a career in a global sale organization Identify and qualify revenue generating opportunities Recognize and assess customer s key functional & technical needs Basic understanding of the different invoicing tax and incoterms requirements for IS solutions (deal shaping) Produce high quality written materials, consolidate all inputs to produce complete and consistent quotations Engage and partner with customer at a detailed technical level Good understanding and experience of the sales and sales administration process Good understanding of P&L, sales margins, and Vendor programs
