Offers “Orange”

Expires soon Orange

PreSales Solutions Partner Dir

  • Slough (Slough)
  • IT development

Job description



about the role

The Solution Partner Director works in two contexts; The Strategic Solution leader for a Global account (Orange Account CTO equivalent) or as the Lead Architect Director for a complex bid process.

In the context of the Strategic Solution Leader for an Account:

The Solution Partner Director has accountability for the Solution Strategy for the entire global account, in agreement with the Global Account Director

Engages with the customer at all levels – CxO and below

Leads the Solution Partner team allocated to the account on a global basis

Supports the Global Account Director in creating Account plans (account ambition plans etc)

Is an active member of the core management team on a global account

Creates innovative programs to support the account in achieving growth ambitions

In the context of a complex bid process:

The Solution Partner Director has the overall accountability for development of the complete operational and technical solution to be contracted for by large multi-BU projects or outsourcing clients (type RHC/RMC opportunities).  As a member of the client facing bid response team: establishes agreed upon customer business requirements; understands and evaluates customer compelling events; and determines which criteria forms the underlying foundation upon which the solution will be based.  Builds confidence with the customer and supports the Business Partner in selling the solution. Lead the production of a corresponding strategy, design and cost structure incorporating existing customer services.  This role will also include alignment to our largest accounts to provide thought leadership and strategic solution direction.

Bid qualification:
¦ Assigned as a core team member to further qualify an opportunity before bringing to full RDAC qualification
¦ Perform an assessment of the opportunity and complete the solution qualification dashboard, for inclusion within the RDAC qualification review pack
¦ Produce a “first cut, rough order magnitude (ROM)” model of the opportunity for inclusion within the qualification review “(ROM tools permitting)”

Bid response:

¦ Work closely with the customer to understand their business objectives and compelling criteria to better shape the Orange solution. During solution development and negotiations of scope change present the solution as required to expedite achieving a high level of agreement.  Finalize the baseline through negotiate with the customer to gain agreement on technical and operational findings as a result of due diligence.

¦ Accountable for the production of an optimal solution meeting customer requirements utilizing Orange Business Services capabilities directly,  through Partners, or other Third Parties. Engage and direct service block managers, design architects, and subject matter experts as required. Negotiate scope and service level adjustments during presales phase as required.  Combine all available Orange Business Services and Third Party resources to generate standard and non-standard service blocks. Responsible for obtaining the necessary validations and approvals for both solution and associated costs. Accountable for identification and quantification of the corresponding gaps and risk factors (technical, costing, SLA) maintaining the technical  risk and issues register with supporting mitigations in conjunction with Commercial Management

¦ As a member of the pre-sales core team, support the overall directions of the Business Partner and plan the necessary levels of resources to deliver the solution components within the bid. Define what components require a bottom-up or top-down design and costing. Ensuring full cost and labour transparency utilizing  practice defined tools combined with standard domain pricing tools  Align with the project development milestones defined by the Bid Program Manager

¦ Manage the service block managers, design architect(s), and assigned subject matter experts. Lead the overall solution work stream securing the contribution of all relevant Orange Business Services BUs’ service delivery organizations, Partners, Third Parties and supporting entities.

¦ Plan, manage, and lead key internal bid reviews: design to cost review, solution review and post contract handover review with CBU team.

Bid response (continued)

Lead the production of the consolidated technical solution proposal documents including presentations as required, working closely with the Bid Program Manager  

¦ Last point of escalation for unresolved issues within the technical and operations arena.

¦ Ensure early identification of transformation scenarios to the target solution, in conjunction with corresponding risk and cost factors.

Bid negotiation & Handover

¦ Support the contracting process as the lead for the solution within the negotiating team, assessing customer desired changes relative to the impact on the solution and financial, as well as associated consequence of these changes.

work with legal team to develop contractual schedules related to service offer 

 

¦ Lead the handover of the solution team deliverables to the post sales teams

 

Provide technical thought leadership:

¦ demonstrate knowledge of industry technical developments within the Infrastructure and Solutions sectors; provide regular assessment of competitor propositions

contribute to Orange Business Services  Knowledge Management Repository to bring industry-leading solutions; stimulate creativity to ensure Orange Business Services  positioning as a market leader

Maintain a thorough understanding of internal tools, systems and processes required to develop quality / approved technical proposals to customers.

Maintain a high degree of knowledge of all Orange Business Services products, services and solutions sets.

Pre-Sales Practice

contribute to improvements within Pre-Sales

Based on specific skills and project assignment work activity could be focused at the global, regional or local level.

¦ ensure successful innovative solutions are circulated and shared as developing best practice through mentoring, coaching and ad-hoc seminars as appropriate

Contribute to other knowledge communities to build a best practice approach across future solutions.

Financial - this position is part of the presales response team and classified as nonbillable

People Management:

¦ performs as a mentor to less experienced technical staff providing on the job training

¦ a core team member contributing to the proposal strategy and solution development with responsibility for managing the solution team during the creation of the customer solution.

may lead sub project teams when assigned to pre-sales practice projects

about you

Ability to:

¦ engage and partner with customers at a business and  technical level

¦ deliver solutions which provide high value throughout the full life cycle

¦ identify and develop  key partner and vendor relationships as required to deliver fully integrated solutions

¦ build confidence with customers around  Orange Business Services capabilities and solutions

Degree in science (or other relevant field).

Desirable:

          Graduate / advanced degree in business or science

          Accreditation / Certification in area of expertise

15+years proven track record of in depth technical experience within infrastructure / network solutions and services

Proven delivery of complex pragmatic solutions design within industry

Track record of consultative selling / wider solution design; business acumen to assess opportunity

Industry-wide knowledge / market leadership in Infrastructure / Network Services

Personal and professional credibility to challenge customer assumptions / internal responses 

Proven leadership within a virtual team environment, which encompasses a broad spectrum of technical expertise

additional information

Becoming a Solution Partner Director places you at the forefront of solution development. It provides you the opportunity to direct a team of individuals in support of developing unique communications solutions for Orange Business Services customers. This position provides an ever changing set of challenges, along with the opportunity to leverage one's creativity. Each new customer opportunity brings with it the opportunity to: expand your network of colleagues by bringing together the proper set of skilled individuals, building new customer relationships, and addressing a varying array of  communications problems aligned with real business challenges. These elements, along with the selected technical resources brought together by you are the foundation upon which you have the opportunity to be creative and develop a solution that not only meets the needs of the customer but fits within their budgetary constraints.

Being a Solution Partner Director gives you the opportunity to be an integral part of a large network of colleagues. It provides the ability to grow your skills through access to an extensive repository of information, training and career path opportunities. It enables you to contribute to a skilled community and be recognized and rewarded for the expertise you demonstrate and share.

opportunities for a Solution Partner Director

Solution Partner Directors  have the opportunity for career development in either a technical or managerial track. Solution Partner Directors can work to high levels within their own job function; move into Consulting, Sales or Business Solutions Management.

department

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.

contract

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