OCD Sales Expert

Job description

about the role

Mission statement :

Primary focus is that of business development within Cybersecurity area of expertise. The Sales Expert provides support to the Account Manager (AM) in the areas of: lead generation, opportunity identification, definition and qualification, promotion, negotiation, and closing on large, complex opportunities/bids. The Sales Expert will also lead a set of small/medium opportunities with full accountability (upon delegation from AM). Work function is inclusive of creating business value by supporting development of both technical and commercial solutions that drive multi-year service contracts.

 

Accountabilities :

Build and develop relationships with country sales and account management teams
Work with the Account Manager to identify, define and qualify opportunities to ensure growth in target accounts. Responsible for supporting the accounts in the sale of the end-to-end Cybersecurity portfolio of Orange services. This encompasses threat intelligence, threat management, Identity and Access Management, incident detection and response, consulting, integration services, service management, other professional services and equipment.Support account management team in defining scope of solution and creating compelling customer-specific propositions by creatively bundling our services capability and those available through third party vendors.In support of Account Managers, proactively drive innovation and value-creation for the customer by bringing intellectual value and consultative advice to key customers that enable differentiated positioning with competitors.Sales Expert has a strong relationship with central domain teams (Marketing, Product Development, etc.). Provide relevant input / feedback based on customer requirements. Note and escalate service development required to meet customer needs.Stay abreast of market-developments, trends, competitors landscape, market-based price related to Orange Cybersecurity portfolio.Support development of value propositions to customer that are transversal to Cybersecurity portfolioDevelop partnerships and work with our partnerSailpoint, CyberArk, IBM Security etc.). Manage pipeline with partners through regular business/pipeline review.Identify and manage third parties within proposed solutions; position Orange as the solution integrator.
Own responsibility for deal closure as designated by the DOA on Type A/B deals (unless delegated back to the AM) and be a contributor / account team member on Type C deals as expertise is required.
Provide accurate forecasts of strategic and tactical opportunities.

Support the Account Manager as required with the following tasks:

·  preparation of an annual business plan and monitoring of performance against established targets.
·  preparation of solution pipeline and order forecasts with periodic status.implementation of pricing models that balance value to the customer and profitability to Orange.

Maintain a high degree of knowledge for Orange Business Services products, services and solutions sets that have integration / alignment with area of expertise.

about you

behavioral skills : skill target proficiency level expected

·  personal motivation and attitude : expert
·  resilient and driven : expert
·  results orientation : expert
·  prioritization and balance : advanced
·  communication : expert
·  personal credibility and impact : expert

professional skills : skill target proficiency level expected

·  contract negotiation skills : expert
·  organizational awareness : advanced
·  commercial acumen : advanced
·  business acumen and entrepreneurial thinking : advanced
·  closing skills : expert
·  analyze financial statements : advanced
·  budgeting and financial planning : advanced
·  leadership & matrix management : advanced
·  written communication skills : expert
·  oral communication skills : expert
·  formal presentation skills : expert
·  facilitation skills : advanced
·  listening skills : expert
·  project risk assessment and planning : advanced
·  multi-vendor positioning : expert

additional information

department

Orange Cyberdefense

Orange Business Services 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.

contract

Regular