Cybersecurity Senior Solutions Architect
2 weeks ago
**votre rôle**:
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.
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).
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
- 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.
**votre profil**:
**Skills**:
- Extensive experience of the security industry
- Deep understanding of the Managed Security Services space and ability to clearly articulate the value of services
- Customer-facing experience with strong presentation / communication skills, both written and verbal, in English
- Experience in opportunities qualification, scope of work writing, costing / pricing and responding to tenders / RFQ / RFP / RFI
- Presales support proven experience in the areas of Network security and Cybersecurity
- experience in Cybersecurity solutions - Starting from Network and cloud Security to complex MSSP typical services (SIEM,XDR,CSIRT,Threat hunting..etc)
- Experience in working with Sales, Product Managers or Factories (Engineering, Operations, Affiliates)
- OB solutions knowledge including tools and processes
- 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 Influence, negotiation, and persuasion
Qualifications, Education and Certifications
- BSc degree in engineering or telecommunications science or equivalent
- 10+ years of experience in telecommunications or IT industry
- 5+ years of experience in
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