about the role
In collaboration with Sales, the Pre-Sales Solution Partner's mission is to build strategic relations at all levels including executive level and significantly expand the Orange Business Services scope and portfolio of services with targeted customers and prospects. This mission includes key stakeholders relationships up to and including CxO, contributing to joint sales planning, sales and solution strategy definition, identification of potential opportunities, deal shaping and deal qualification.The Pre-sales Solution Partner should act as the customer advocate for their IT and communication needs and ensure that proposed solutions are effective for the customer. Through wide technology insight and customer industry awareness, the Pre-sales Solution Partner guides and influences customers on selected Orange services. The role is responsible for continuously looking into digital technology evolution/opportunities with the ambition to increase our customer intimacy and grow the (profitable) business and value of services delivered by Orange..
To become the trusted advisor for their customers, Understand the customers business and strategy, Understand the ICT environment and infrastructure needs of multinational companies, Understand the markets the customer is operating in. Promote to the customer new innovations that would improve or enhance the customers business. Support customers in finding solutions to their business needs, Develop trust and credibility across all levels of customers organizations engaged
Position oneself as a key advisor of the customer decision-makers and influencers
Use the knowledge on Orange solutions and innovations to shape solution strategy that are meeting and if possible anticipating customer requirements and needs
For existing customers act in the role of Enterprise Architect proposing solutions to deliver key business benefits
Build credibility with partners & industry stakeholders
Lead and position Orange and partner innovation (R&D) as a key future enabler of a customers digital transformation programs.
Deal Shaping and internal alignment of the technology solutions
Capture and understand Customer needs and solution elements
Provide technical thought leadership:
demonstrate knowledge of industry technology developments within infrastructure and solutions sectors;
provide regular assessment of competitor propositions
ensure successful innovative solutions are circulated and shared as developing best practice through mentoring, coaching, ad-hoc seminars and by uploading to knowledge management repository as appropriate
Contribute to ICAP - consulting documentation, white papers and business/technology material as required
Maintain a broad degree of technical knowledge of all Orange Business Services products and industry, services and solutions sets
Ability to interface with customers as required in support of internal sales, operational personnel, or established third party relationships
Expected to act in a coaching role and provide support to less experienced team members
Bid response support and processes
Understand customer business and solution requirements, and translate these into Orange services and solution blocks. With this comes the task of providing key customer information and solution development guidance to the bid teams.
Maintain a thorough understanding of the external tools that are required in conjunction with internal tools, systems and processes in order to develop quality / approved technical proposals to customers as this may be required from time to time in local language
Secure as required additional resources in bid response teams to accommodate specific customer requirements in accordance with Orange Business Services established processes and policies
Evaluate jointly with the bid team cost and profitability drivers i.e. LOE, capex and 3rd party costs to ensure competitive pricing and margin upkeep.
the benefits of being Orange
Because Orange Business Services hires the best people, we work hard to provide benefits that make their lives better, so we offer a comprehensive benefit program which features:
When you join Orange Business Services, you do more than simply switch companies to advance your career. You become part of the Orange family, a group of talented women and men who drive innovation, embrace change, and celebrate the global community which is Orange.
Sales & Marketing Americas
Orange Polska SA