about the role
Assigned as a core team member to pre-qualify an opportunity before bringing to full DAC qualification. Perform an assessment of the opportunity and complete the solution qualification dashboard and produce a first cut, rough order magnitude model of the opportunityWork closely with the customer to understand their business objectives and compelling criteria to better shape the Orange solution. During solution development and negotiations of scope change present the solution as required to expedite achieving a high level of agreement. Finalize the baseline through negotiate with the customer to gain agreement on technical and operational findings as a result of due diligence.Accountable for the production of an optimal solution meeting customer requirements utilizing GSI capabilities directly, through Partners, or other Third PartiesLead at least one technology / solution block and engage and direct other pre-sales consultants, design architects, and subject matter experts as required. Negotiate scope and service level adjustments during presales phase as required. Combine all available Orange Business Services and Third Party resources to generate standard and non-standard service blocks.Responsible for obtaining the necessary validations and approvals for both solution and associated costs. Accountable for identification and quantification of the corresponding gaps and risk factors (technical, costing, SLA) and supporting mitigations in conjunction with Commercial ManagementPlan, manage, and lead key internal bid reviews: design to cost review, solution review and post contract handover review with the service delivery and project team.
Lead the production of the consolidated technical solution proposal documents including high level design and presentations as required, working closely with the Bid Program Manager / Account Manager.
Support the contracting process as the lead for the solution within the negotiating team, assessing customer desired changes relative to the impact on the solution and financial, as well as associated consequence of these changes.
Last point of escalation for unresolved issues within the technical and operations arena
Participate in customer meetings to present and defend the solution from a technical and operational standpoint
Support the contracting process as the lead for the solution within the negotiating team, assessing customer desired changes relative to the impact on the solution and financial, as well as associated consequence of these changes
Ability to choose partners, interface with them for the appropriate solution blocks and evaluate their scope and deliverables and fit into the overall solution to the customer.
demonstrate knowledge of industry technical developments within the Infrastructure and Solutions sectors provide regular assessment of competitor propositions
contribute to Orange Business ServicesKnowledge Management Repository to bring industry-leading solutions
about you
Degree in engineering, computer science or equivalent
3to 5years of experience in sales support for services renewals and software subscriptions.
Knowledge of CCW and other OEM tools
Experience in working with OEMs like Cisco (mandatory), HPE/ Aruba, PaloAlto, Dell, Fortinet, etc.
additional information
To develop quality communications solutions to meet customer business requirements. The process starts with the collection and analysis of all pertinent data essential to understanding customer requirements. The role takes responsibility for solution design inclusive of the underlying technical architecture, service level agreements, overall solution costing, delivery planning and representation of that solution as required. Customer facing activities such as customer presentations and negotiation in conjunction with the account manager is expected.
Involved, during Pre-Sales phase, on Accounts for which large, complex, or turnkey type opportunities are proposed. Responsible for the end-to-end validation, including design of large, complex and nonstandard solutions covering technical architecture, delivery planning, compatibility with Orange operational infrastructure, costing and SLA.. Has the overall accountability for development of the complete operational and technical solution to be contracted.
Builds confidence with the customer and supports the account manager in selling the solution. Lead the production of a corresponding strategy, design and cost structure incorporating existing customer services. Ensure from the solution launch meeting through contract signature that all support and approvals required from internal and third party vendors are complete.
department
Sales & Marketing Asia Pacific
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