About the 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 OCD presales team is positioned to support our customers on the CyberSecurity solutions in the presales phase for all regions within International scope.

International Presales Enablement department & OCD Presales is looking for Cybersecurity Senior Solutions Architect. The ideal candidate should present a strong set of technical skills around all security aspects. The candidate is expected to have a proven experience in presales activities with capabilities to lead complex projects & opportunities for growth supporting customer demands

Mission

Act as client trusted advisor and solution champion on CyberSecurity solutions and services.

engage with existing and new clients in conjunction with additional resources, to develop the solution that are aligned with the clients strategic plans and can be clearly recognized as providing benefit

Customer facing activities are a primary focus for this role, as is a close working relationship and alignment with Orange CyberDefense (OCD) Business managers and account teams supporting the customer (Sales, Presales, Marketing, Commercial Management, Sourcing).

interlocking with various Orange Business Services vertical entities (cloud, mobility, applications, IoT, etc.) as well as central teams Orange CyberDefense.

Key accountabilities:
- Support account teams from deal qualification to deal closure in defining scope of solution and creating compelling customer-specific proposals by creatively bundling our services capability and those available through third party vendors.
- Proactively drive value-creation for the customer by bringing intellectual value and consultative advice to key customers that enable differentiated positioning with competitors.
- Drive client journey, support account teams on their opportunities, participate to solution strategy definition, provide guidance on design optimization and positioning of value added features and key differentiators, help to define the winning price strategy providing competitive intelligence and contributing to the business case consolidation: -
- Identify customer needs, set account team expectations and engage appropriate internal contacts (OCD / Product Manager / CiS / Sourcing)
- Provide tailored security solutions based on 'best practice' guidelines to meet customer requirements and strategic objectives on Cybersecurity
- Push customer-centric solution design optimization by positioning most relevant features
- Influence/drive the most economical/effective solution design, based on product, price and market knowledge
- Participate in customer's meetings to defend Orange proposal
- Identify and manage third parties within proposed solutions; Orange position as the solution integrator.
- Work with Marketing, Sales, Sales Cyber ¿¿and Product Managers to identify market needs and drive portfolio evolution to meet customer demands and strengthen our competitive positioning in the region
- Assist in post sales stage in resolving implementation and delivery issues as subject matter expert
- Provide accurate forecasts of strategic and tactical opportunities.
- Maintain a high degree of knowledge for Orange Business Services products, services and solutions sets that have integration / alignment with area of ¿¿expertise.
- Stay updated with market trends and regularly engage in training sessions, both in-house and external.
- Assist in documenting proposed solutions and provide actionable feedback to marketing and operational teams, influencing service roadmaps and client onboarding processes.