Senior Security Solutions Expert

about the role

As a Senior Security Solutions Expert, you will act as one of the primary security experts within the Americas (NAM and LAM) region, whose primary objective is to generate profitable growth by penetrating existing and new accounts with security solutions. In this role, you will work closely with various Orange functions including Sales, Presales, Marketing, Commercial Management, Sourcing and Customer Support & Operations. You will participate in the bid management cycle and in customer meetings, as well as present the security solution sets and roadmap during customer workshops and Industry events. You will be responsible for supporting the accounts in the sale of Orange Security portfolio in the region. Portfolio could include Security Consulting (Security maturity assessments, Network security assessments, Penetration tests…) Parametric security (Next Gen Firewalls, Proxies, secure Gateway, DDoS protection…), Identity and Data Management (Identity Management, Remote access security management, securing applications …), Security Intelligence and Threat Management (CyberSoc services, CERT and CSIRT services, SIEM…) , integration services as well as managed services, service management, other professional services and equipment.

Responsibilities:

• Support development of value propositions to customer that are transversal to our Security portfolio.

• Participate to the definition of the Security Solution strategy for the Americas Region.

• Support account teams in large opportunities, participate in the bid and solution strategy definition, provide guidance on design optimization and positioning of value added features and key differentiators, define the winning price strategy, provide competitive intelligence and contribute to the Business Case consolidation.

• Provide presales solutions design support for both new and existing customers requiring Orange Business Services Solutions in cybersecurity throughout the complete services lifecycle

• Assess, Design, Implement, Manage.

• Own responsibility for security deal closure and be a contributor / account team member on as security expertise is required.

• Build and grow a security pipeline for the accounts and territories under his/her responsibility and provide forecasts.

• Lead RFI/RFP responses for security opportunities working with the account team, bid mgmt. teams, and the business unit.

• In support of Account Managers, proactively drive innovation and value-creation for the customer by bringing intellectual value and consultative advice to key customers that enable differentiated positioning against competitors.

• Achieve a minimum of 25% YoY growth.

• Work with other solutions teams to cross-sell security into other services solutions proposals.

• Design Security solutions that meet customers' requirements and build pricing that balance value to the customer and profitability to Orange and competitiveness.

• Participate in customer meetings to demonstrate the value of the Orange proposals. This may require business travels.

• Trusted security advisor to the customers and their security teams.

• Maintain a high degree of technical knowledge of cybersecurity within Orange Business' product and services portfolio.

• Awareness of end-to-end Orange portfolio includes not only security solutions but security elements of connectivity services, SD-WAN, SDX, application performance management services, internet of things, consulting, integration services, service management, other professional services and equipment.

• Maintain industry-standard cybersecurity certifications such as CISSP, CISM, or equivalent.

• Maintain a thorough understanding of the external partner tools and processes (i.e. bid registrations) that are required in conjunction with Orange internal tools, systems and processes in order to develop quality / approved technical proposals to customers.

• Develop and maintain direct relationships and good knowledge with partners: Cisco, Zscaler, Fortinet, Check Point, Palo Alto Networks, Microsoft, etc… and closely follow market and solution evolutions.

• Influence and drive the most economical, effective security solution design, based on product, price and market knowledge.

• Act in a coaching role, providing support to less experienced team members.

• Contribute to the Knowledge Management

• Bid Management Repository and participate in the Portfolio Community of Interest

• Initiate and promote product awareness to Presales and Sales communities with relevant training sessions for new developments.

about you

Minimum of 10 years related work experience specifically in cybersecurity designing, deliverying and selling security solutions in the capacity of a senior security expert, sales engineer, product manager, security consultant, or practice head in a customer facing role within the Telecom / IT industry or equivalent (military service, etc.)

A proven track record in security business development with a strong technical background in the North America region across multiple verticals

Strong commitment to meeting deadlines & completing assigned duties (result oriented)

Demonstrated flexibility & openness to new technical and commercial ideas & alternatives

Experience working with partners, and developing business with security OEMs in a business development capacity

Record of outstanding team facilitation Bachelor's Degree or relevant technical field degree

Experience in security sales presales and or sales Cross cultural awareness and comfortable in a matrix management environment

Experience with OEM Security vendors such as Palo Alto Networks, Fortinet, Cisco, Check Point, ZScaler, etc Mandatory Industry certifications in area of cybersecurity (e.g., CISSP, CISM, CCSP, CISM, CCIE-Security)

additional information

The benefits of being Orange

Because Orange Business hires the best people, we work hard to provide benefits that make their lives better, so we offer a comprehensive benefit program which features:

• Health coverage for you and your family through medical, dental, vision plans

• Financial protection through disability, life, accidental death and dismemberment, and business travel insurance

• A 401(k) plan with company match

• Tax advantages through a health savings account, health and flexible spending accounts that allow you to pay for specific health-care and dependent care expenses with pre-tax dollars

• To help you manage your work and life needs we offer an employee assistance program, adoption assistance, tuition reimbursement, a healthy living reimbursement program, and a group legal service plan

• Homeowner's, automobile, critical illness, accident, hospital indemnity, ID Theft and pet insurance at group rates

• A generous paid time off program in which the benefits increase along with your tenure with the company; we also offer time off for participating in community service

• Wellness initiatives that support the holistic wellness needs of our employees

When you join Orange Business, you become part of the Orange family, a group of people who drive innovation, embrace change, and celebrate the global community which is Orange. Our culture values the diverse contributions of all backgrounds and recognizes that work/life balance is key to the success of our people and customers. People at Orange are at the heart of our strategic ambition and co-create a future forward company that supports growth and career development.

contract

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