LAN Solutions Expert

Job description

about the role

Role:

We are looking out for a senior level Solution Expert specialized in Local Area Networks (LAN) and associated added value solutions to focus on developing our next generation solutions in APAC, to join our rapidly growing team of regional Connectivity Business Unit in OBS Singapore.

For this role, « LAN » would not be limited to equipment reselling but also includes System Integration and Managed-LAN models, as well as WLAN, DC LAN, Office LAN, Campus LAN, IoT LAN, SD-LAN emerging technology and new coming portfolio (orchestration layer in the cloud), and all associated vendor and partner ecosystem.

The objective is to develop an advanced LAN practice across APAC countries, through in-depth business development proactive plan, including enablement and go-to-market plans with our country teams.

The Senior Solution Expert would be a part of the Connectivity Business Unit of Orange Business Services and represents the Business Unit in APAC region on LAN solutions and services.

Our mission is to provide competitive and value added connectivity solutions to global enterprise customers, contribute to the Business Unit and APAC channel revenue growth and profitability objectives and identify necessary portfolio evolutions with Marketing, Product and Sales.

 

Responsibilities:

Lead the formulation of growth strategies, development and execution plans.

Define the Asia Pacific go-to-market plans in line with the Business Units’ product management overall strategies.

Define and execute the Orange go-to-market plan for LAN. Define the Who, What and Why (the market dynamics, product capabilities and business requirements) and the How (go-to-market)

Organize internal boost and acceleration plans on strategic offers. Define external communication plan with our Marketing and Communication team.

Manage strategic partnerships in Asia Pacific, through the creation and management of existing and new strategic partnerships. Develop and deliver business alliance and partnership strategies to successfully grow current revenues and generate new and green-field business opportunities.

Manage the pipeline of deals, P&L and objectives.

Ensure understanding of the business requirements from Orange customers and local markets. Translate these requirements into opportunities to be addressed by solutions from the Orange portfolio

Manage the pipeline of deals, paying close attention to trends and shortfall of growth objectives, and escalating these promptly.

Follow revenues of Connectivity LAN in APAC, channel revenues and landing revenues, gross margin of the region and each country

Interface with account teams during the sales cycle and also during roll-out.

Qualify customer needs with the account teams as a component of the overall solution design to build competitive and profitable solutions for our customers

Contribute to create a strong community of interest, knowledge sharing, and assure that a high level of Networks skills are attained within the Practice

Interlock with Product Management and Sourcing to drive the necessary portfolio and process improvements and build the necessary framework to support a double digit growth

 

about you

Ability to quickly demonstrate analysis skills on a very competitive and challenging international environment

Ability to think, analyze and lead in a high-energy, fast-paced environment.

Customer mindset is mandatory : ability engage, present and convince at CxO level

Intensive deal-shaping experience, proven industry connections to vendors.

Proven ability to pitch SDx LAN transformation and consultancy

Good knowledge of solution and design like Cisco, Huawei, Aruba/HPE, Juniper, Dell, …
and solutions like Wifi6, Cisco ACI/Prime/DNA, private LTE, …

Proven ability to pull together various stakeholders

Support PreSales and Sales in engaging customers, including solution briefing and high level design.

Strong regional experience across Asia Pacific markets, including Singapore and ASEAN countries, Australia, India, Japan, Hong Kong and China.

Should have vast experience of at least 10-15 years in technical design/solution architecture/Presales

Service Provider and strong System Integrator background

Excellent communication, organisational and presentation skills

Proactive, can-do attitude

additional information

Asia Pacific continues to be the fastest-growing region in the world. The Asia Pacific region is part of the engines of Orange Business Services global growth and as a result has continuously invested in the market to be a partner for enterprises in their digital journey. Orange Business Services has the largest in-country network capillarity and presence among all the international carriers in this region. Domestic and global enterprises in China, India, Australia, Hong Kong, Singapore, Malaysia, Japan and Korea present many transformation opportunities in hybrid networks, Software-Defined Everything (SDx) networks (SD-WAN, SD-LAN), security, cloud, and customer experience.

The business is becoming ever more “on-demand” and Software Defined is changing the way business operate and digitally transform. Customers expect to increase productivity and lower operational costs with “smarter” networks, increase flexibility and deploy faster, whilst having better control and security with better visibility and analytics. In this day of cloud and edge computing, Internet of Things and Big data, networks are evolving greatly thanks to the contribution of SDx. This gives us a golden opportunity to grow with our customers as we enable them to be more autonomous, benefit from greater flexibility, and thus be able to deploy new services and innovations faster.

Here in Connectivity, we invest in both people and infrastructure to help our customers grow and transform regardless in the WAN/LAN/Cloud. Our mission is to provide competitive and value added network solutions to global enterprise customers, contribute to the Business Units and APAC channel revenue growth, meet our profitability objectives and identify necessary portfolio evolutions with Marketing, Product and Sales.

department

Sales & Marketing Asia Pacific

contract

Regular