What are the responsibilities and job description for the Presales Solution Partner position at Orange Business?
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.
In addition the Pre-sales Solutions Partner is responsible for establishing and building credibility with our strategic partner account teams (specifically the partner engineering team) to leverage their expertise on the selected solution being proposed.
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 Business.
About you
Key result / decision areas (outcomes)
To become the trusted advisor for their customers :
- Understand the customers business and strategy
- Understand the ICT environment and infrastructure needs of multinational companies
- 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
- Support customers in finding solutions to their ICT needs
- Develop trust and credibility in all established customer relationships
- 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 meet customer requirements
- A qualified pipeline of opportunities with a high win probability. Improved deal qualification by providing a solution perspective :
- Assessing the customer fit with Orange
- capabilities
- Assessment to determine whether or not there is a true business opportunity
- Understanding the key win themes including customer budget, solution “must haves”, critical service levels impacting the business
Build credibility
with partners
with industry stakeholder
Knowledgeable of market developments in the area of technology, telecommunication and ICT industries
Innovator
Lead and position Orange and partner innovation (R&D) as a key future enabler of a customers digital transformation programs.
Be recognized by customers as a source of technology expertise on Orange Business Services products, services and solution sets.
In collaboration with the sales channel :
Through a consultative led approach, work with the customer to understand their innovation requirements, identify opportunities aligned with their requirements and provide overall leadership and quality management
Enumerate and articulate strategic roadmaps jointly created with Orange
Capture and understand customer needs and solution elements
Provide technical thought leadership :
Develop wide-ranging knowledge of current and future trends and create awareness of these through regular communications and workshops with new or existing customers.
Builds future-proof solutions.
Steers the customer on the appropriate solution strategy and feedback the market needs into our own Business Unit product development teams.
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 ie. LOE, capex and 3rd party costs to ensure competitive pricing and margin upkeep.
