Pre-Sales Solution Partner Jobs

>> Candidates should be based in Canada and need to be legally authorized to work in the country <<

About the role

In collaboration with Sales, the Pre-Sales Solution Partner mission is to build customer relations and significantly expand the Orange Business scope and portfolio of services with targeted customers and prospects. This mission includes key stakeholders relationships, contributing to joint sales planning, sales and solution strategy definition, identification of potential opportunities, deal qualification, solution design and deal shaping.

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 Senior 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 Business.

Key Responsibilities:

To become the trusted advisor for their customers:

• Build credibility with partners and industry stakeholders
• Capture and understand customer needs and solution elements
• Have basic understanding of the markets the customer is operating in
• Promote to the customer new innovations that would improve or enhance the customers ICT environment
• Develop trust and credibility in all established customer relationships
• Understand the ICT environment and infrastructure needs of multinational companies
• Lead and position Orange and partner innovation (R&D) as a key future enabler of a customers digital transformation programs
• Use the knowledge on Orange solutions and innovations to shape solution strategy that are meeting and if possible anticipating customer requirements and needs
• Understand the customers business and strategy
• Support customers in finding solutions to their ICT needs
• For existing customers act in the role of “Enterprise Architect” proposing solutions to meet customer requirements

Provide technical thought leadership:

• Ability to interface with customers as required in support of internal sales, operational personnel, or established third party relationships
• Take part of assessments of competitor propositions
• Maintain a broad degree of technical knowledge of all Orange Business products and industry, services and solutions sets
• Ensure successful innovative solutions are circulated and shared as developing best practice by uploading to knowledge management repository as appropriate
• Demonstrate basic understanding and knowledge of industry technology developments within infrastructure and solutions sectors;

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
• Evaluate jointly with the bid team cost and profitability drivers ie. LOE, capex and 3rd party costs to ensure competitive pricing and margin upkeep.
• Secure as required additional resources in bid response teams to accommodate specific customer requirements in accordance with Orange Business established processes and policies

About you

Knowledge and Abilities

• “On top of” current IT trends,
• Proficient presentation skills,
• Fluent in the native language spoken within the commercial territory addressed by the Senior Pre-Sales Solution Partner is a big plus (e.g. German in Germany)
• Fluent English
• Strive to achieve a basic understanding of the Business Markets e.g. mining industry, automotive and other verticals
• Ability to visualize, simplify and explain complex technical and business solutions
• Ability to develop the level of credibility that positions Orange to collaborate on the construction of clients’ business cases
• “IT Best practice e.g. TOGAF, ITIL ”
• Ability to understand clients’ key business drivers and challenges
• “Technical innovation skills and ability to recognize business innovation potential”
• “Basic Understanding of Market pricing”
• “Leadership skills/effective guidance”- management of virtual international teams is required
• Proficient negotiation skills
• Basic Business financial knowledge “Commercial acumen” Ability to understand basic legal concepts
• Ability to create and present Conceptual designs and case studies

Education

• Desirable:
• Degree in science or other relevant field, or equivalent relevant experience.

Graduate level degree

Accreditation / certifications in area of expertise

Experience

• Consultative sales experience within the Enterprise multi-national space
• Experience with Digital Technologies Solutions is mandatory
• Minimum of 10 years related work experience in customer facing organizations within the telecom or IT industry or equivalent
• Proven track record in creating and positioning solutions to customers needs and being a trusted advisor

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.