Sr Presales Solution Partner

5 months ago

Slough, United Kingdom Orange Business Full time

**About the role**:
In collaboration with Sales representative, the Solution Director builds customer relationships and enables significant expansion of the Orange Business Services scope and portfolio of services. He/ She/X acts as a trusted advisor for the OBS customers when it comes to addressing their (business) needs, pains and/ or goals utilizing relevant technology solutions and/or in line with their digital transformation ambitions.

As trusted advisor, this mission includes identifying new opportunities through innovation conversations with the customer and being accountable for the solution creation for the largest, most complex and/ or innovative opportunities. As Solution Director, you will be virtually leading a team of pre-sales resources to develop the solution and proposal throughout the entire bid cycle.

Act as the trusted advisor for their customers:

- Understand the customer’s business and strategy
- Understand customer business drivers and compelling & transformative events
- Understand the ICT environment and infrastructure needs of multinational companies
- Have understanding of the markets the customer is operating in
- Support customers in finding solutions to their ICT and/ or digital transformation needs
- Develop trust and credibility in all established customer relationships
- Identify opportunities using the broad knowledge of all Orange’s value propositions
- Enable growth by focusing on value creation for the customer through offered solutions

Accountable for the opportunity related solution activities from qualification till handover. This includes:

- Leads the production of a corresponding strategy, design and cost structure incorporating existing customer services that delivers an innovative and compelling solution for the customer. This includes activities such as defining solution strategy, identiftying required solution resources, leading the solution team to a validated solution, proposal texting, costing,.
- Support and contribute to contract signature & handover
- Utilize historical bid data and analytics to enhance customer decision making and improve qualification quality

Overall accountability for development of the complete operational and technical solution to be contracted for by large strategic and/ or innovative opportunities. Responsible for uncovering customer business drivers, understanding and evaluating customer compelling events and determining which criteria form the underlying foundation upon which the solution will be based. He/She/X builds confidence with the customer and supports the Opportunity Owner in selling the end-to-end solution. Ensures that the offered solution enables OBS to win the opportunity.

Discuss with and challenge the internal product
- & delivery organizations when required to develop solutions and/ or approach which are not yet available but crucial to win the (potential) customer’s business. The largest, most complex opportunities sometimes drive the required change within the Orange organization. The Solution Director acts as the customer’s voice in these situations.

Ensure the overall solution created is a truly seen as an end2end solution by the customer. This includes orchestration across OBS business lines, domains, factories, technology partners and 3rd parties as a part of the overall end2end solution.

In particular cases (e.g. resource constraints), the Solution Director will act as Solution Architect on a certain opportunity. Only if the Solution Directors competencies and knowledge are adequate to do so.

Pre-Sales Practice
- Contribute to improvements within Pre-Sales
- Based on specific skills and project assignment work activity could be focused at the global or regional level
- Ensure successful innovative solutions are circulated and shared as developing best practice through mentoring, coaching and ad-hoc seminars as appropriate
- Contribute to other knowledge communities to build a best practice approach across future solutions.

**About you**:
Knowledge and abilities
- Ability to understand clients’ key business drivers and challenges
- Ability to develop the level of credibility that positions Orange to collaborate on the construction of clients’ business cases
- Basic Business financial knowledge “Commercial acumen” Ability to understand basic legal concepts
- “On top of” current technology trends driving digital transformation
- Excellent presentation skills
- Very good negotiation skills
- Ability to visualize, simplify and explain complex technical and business solutions
- Good understanding of the Business Markets e.g. mining industry, automotive and other verticals
- Technical innovation skills and ability to recognize business innovation potential
- Good understanding of ITSM platform-related solutions
- Experience in dealing with CxO board, CIO in particular
- Good understanding of or certified ITILv3/v4 and SIAM
- Good understanding of or certified TOGAF
- Experience with A

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