Presales Engineer (Complex Accounts)
mission / role purpose
Dedicated/designated to large accounts, developing Orange Services and Solutions with the right balance between quality and competiveness to meet customer business requirements. The process starts with an assessment of the ‘As-Is’ – if applicable for existing customers- and a definition of the scope and requirements for small opportunities. The role takes responsibility for solution validation, service level agreements, solution costing, delivery planning. Customer facing activities such as customer presentations with the account manager and presales solution partner is expected.
Provide presales design support for existing large accounts covering any of the Orange Business Services Solutions.
in-depth customer knowledge of the assigned Dedicated/Designated large accounts and building strong network with customer representatives, enabling generation of customer-oriented solutions
Maintain a thorough understanding of the external tools that are required in conjunction with internal tools, systems and processes in order to develop quality approved proposals to customers
Maintain broad technical knowledge of all Orange Business Services products, services and solutions set
Contribution to the relevant Knowledge Management Repository
Based on project assignment work activity will be focused at country level
Ability to interface with customers as required and effectively articulate the Orange value proposition
Develop technical solution to address customer requirements for small opportunities. Present solution to internal communities as required as well as to customers. Support the development of customer SLAs and Service Delivery Kits.
Responsible for validating all non-standard elements in all assignments. Responsible for involving engineering department, support teams and other Orange groups as required on complex technical projects.Responsible for providing correct documentation inclusive of project hand-over detail on the customer solution to enable successful project implementation by the Service Delivery teams. For future changes or additions to the project, act as technical liaison between customer and Orange Service Delivery and Operational entities.
Team up with Sales, Regional Domains and CS&O (Operations, Service Delivery), get acquainted with their processes and understand their roles in order to accomplish customer satisfaction.
Maintain a thorough understanding of the internal tools, systems and processes required to develop quality proposals to customers.
Ability to produce high quality written materials (mainly in English): Proposals, Business Cases, etc.
Build adequate competences and technical knowledge in Orange’s solutions sets and services
Participation to the account internal governance (e.g. Account planning review lead by account manager with contribution of Solution Partner and CBU manager)
Excellent understanding of telecommunication business and technology inclusive of solution justification
Global understanding of Orange portfolio and services
Excellent network (LAN & WAN) technical architecture knowledge (Cisco certification is desirable)
Expertise in high level design and solution description
Basic knowledge in the following domains is expected:
Unified Communications and Collaboration knowledge (Cisco and/or Microsoft Lync)Voice (Business Together)SecurityAcceleration technologies, Traffic OptimizationIT Services (Data center, servers, OS, etc)Service Management
A relevant degree in Telecommunication field is expected
Fluent in English (speaking, writing, reading, listening)
Strong and proven service delivery in IT and Telecommunications Industries.
Proficiency in using MS Office Suite (Visio, Project, Word, PowerPoint and excel) in client consulting or presales engagements is required
Excellent writing and delivery of high finishing quality documents
Business development skills is a plus
Team player: willing to share experience and expected to act in a coaching role and provide support to less experiences team members.
Leadership: Ability to drive internal services to deliver a solution and ensure proper validation and documentation
Highly motivated and results oriented with focus on meeting customer requirements and delivering quality proposals on schedule
Ability to interface with customers as required in support of internal sales, operational personnel, or established third party relationships
Good verbal, written, and presentation skills
Excellent interpersonal skills:
Positive thinker, confident, presentable, enthusiastic, resilient and a self-starterEntrepreneurial and innovative thinker.Strong Team player.
Capable of working in a matrix organization in a changing company
Approximately 10% mobility over region is to be expected (must be capable of working across cultural boundaries)
Telecom outsourcing experience
Demonstrated competence in management of large projects is desirable in the Orange solution set
Sales & Marketing Europe
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.
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