Job description / Role
The International Presales Enablement (IPSE) plays a key role in providing solution design & validation support to presales & consulting teams across the regions and territories within International Zone and is looking after Global Presales Practice for all International Presales professionals. For IPSE to provide solution design support to presales it coordinates and offer unique expertise in different domains in support of Orange Business Strategic Value Propositions (SVPs).
IPSE mission is to bring simplicity and create value in a complex world of our customers, our partners, our customer account teams and Orange Business.
As part of IPSE, the COMPASS team is positioned to support Compliancy, Security and data privacy requests in the presales phase for all regions within International scope. The team extends its support to include post-sales activities and CSR/ESG support.
International Presales Enablement department is looking for Head of COMPASS team. The ideal candidate should present a strong set of technical skills around security and compliance standards. The candidate is expected to have a proven experience in presales activities with capabilities to lead the team to capture new opportunities for growth supporting customer demands.
Job Description
Mission
- Re-define and establish a clear value proposition for the COMPASS team to cover the below areas;
- Accelerate presales support in the areas of compliancy, security, data privacy/ protection, regulatory and CSR/ESG.
- Provide optimized and more efficient ad-hoc (digitally enabled) post-sales support.
- Provide dedicated billable ISCO to customers (non-EU).
- Transform and leverage existing skills, processes and resources
- Support global presales Knowledge management deliverables
- Bring agility, trust, and performance to the team.
Main activities
Lead ISCO and security expert profiles providing support to presales, account teams in post-sales and to customers while:
- Contribute actively to the International Bid Process (IBP) providing support and accelerate responses to security & compliance requests in relation to customer RFI/RFP/Audit.
- Update and expand standard response material and knowledge content while assuring availability and currency of the content.
- Coordinate with International Presales Practice, Sales and CCEP (Customer Contract Execution & Profitability) Global Process teams to define and improve support process.
- Align with International Presales Practice, IDA and CDIO on the tooling requirements to support increasing demand and higher levels of process automation and digitalization.
- Provide sizing/ costing of dedicated ISCO, and ensure proper revenue allocation in business case and recognition of the billable activities/ engagements with customers.
- Keep up to date with new standards in alignment with demands of new technologies and digital services. Proactively ensure team upskilling, proper communication and adoption of new standards while developing solution design and align with Product Marketing as needed.
- Work with the relevant stakeholders and expertise community for better learning and knowledge sharing culture.
- Ensure functional manager tasks and improve team performance
Dimensions
- People Management:
- A team manager of ISCOs and security experts
- Reports to Head of International Presales Cairo
- Financial:
- Does not have individual budget.
- Will need to meet relevant KPI
About you
- Presales support proven experience - preferably with managerial experience
- Experience in working with Sales, Product Managers or Factories (Engineering, Operations, Affiliates)
- OB solutions knowledge including tools and processes
- Knowledge of security requirements, solutions and standards to interpret and respond to security requests from customers or transfer to the appropriate experts (security officers, compliance experts).
- Broad high level knowledge and experience of the main standards, audits and certifications required by MNC customer base and impacting OB including ISO 20K, 27K, 14K, ISAE 3402/SSAE16/18, ISAE 3000 and SOC1/2 to interpret and respond to a broad range of customer requests in these domains.
- Advanced knowledge and understanding of the main international regulations which apply to OB and impact our compliance requests, eg SOX, Data Privacy/GDPR and main verticals (e.g : HIPAA)
- Autonomous, dynamic, flexible, customer oriented with ability to working a high energy environment, where demand levels vary widely and can be short notice requiring agility and multi-tasking.
- Ability to work effectively and efficiently across at all levels across cultural boundaries and time-zones. Good inter-personal and communication skills, both written and spoken.key skill / knowledge / ability
- Autonomous and agile in unknown environments (ability to transform difficulties into opportunities)
- Adaptability within multiple cultural environment
- Strong Customer satisfaction focus
- Changemaker by gathering knowledge and resources, proposals driver
- Results and profitability oriented
- Strong communication and synthetic skills - effective executive management level communication
- Strong and proven leadership skills
- Influence, negotiation, and persuasion
Requirements
Qualifications, Education and Certifications
- BSc degree in engineering or telecommunications science or equivalent
- 10+ years of experience in telecommunications or IT industry in customer facing role.
- 5+ years of experience in the security domain
- Security industry and vendor recognized certification (e.g CISM, CRISC, CISA, CISSP...)
- Certification in Data privacy is a plus
- English fluent (spoken, written)
Department
International Zone
Orange Business manages and integrates the complexity of international communications, freeing our customers to focus on the strategic initiatives that drive their business. Our extensive experience and knowledge in global communication solutions, together with our understanding of multinational business and local support in 166 countries and territories, ensure that our customers receive a consistent, global solution wherever they do business.
About the Company
Orange is one of the world’s leading telecommunications operators with sales of 43.5 billion euros in 2022 and 136,000 employees worldwide at 31 December 2022, including 75,000 employees in France. The Group has a total customer base of 287 million customers worldwide at 31 December 2022, including 242 million mobile customers and 24 million fixed broadband customers. The Group is present in 26 countries. Orange is also a leading provider of global IT and telecommunication services to multinational companies under the brand Orange Business.