about the role
As CyberDefense Solution Expert, you will act as client trusted advisor and solution champion on CyberSecurity solutions and services within the region. You will be a key element of a dedicated cybersecurity team in Europe aiming to maximizeclient impact, fostering upskilling and knowledge sharing, to ultimately help driving Orange cyberdefense ambition for 2018 and beyond.
You will engage with existing and new clients in conjunction with additional resources, to developi solution that are aligned with the clients strategic plans and can be clearly recognized as providing benefit (the latter could require demos, fast implementation of PoC). Customer facing activities are a primary focus for this role, as is a close working relationship and alignment with Orange CyberDefense (OCD) Business managers in the region and account teams supporting the customer (Sales, Presales, Marketing, Commercial Management, Sourcing). Solution development could require also interlocking with various Orange Business Services vertical entities (cloud, mobility, applications, IoT, etc.) as well as central teams Orange CyberDefense.
You will play a key role on the client journey with Orange, participate to important customer meetings, present the Cyberdefense value propositions, being involved in customer workshops as well as driving proof of concepts of newly released solutions.
Objective is to entertain profitable growth by optimizing our win chances on CyberDefense opportunities.
Support account teams in defining scope of solution and creating compelling customer-specific propositions 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 wining 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 to customer’s meetings to defend Orange proposal
Solution Expert has a strong relationship with central OCD domain teams (Marketing, Product Development, etc.) and works very closely with regionalOCD Business managers. Provide relevant input / feedback based on customer requirements. Note and escalate service development required to meet customer needs.
Stay abreast of specific Cyberdefense market-developments, trends, competitors landscape, market-based price
Support development of Orange Cyberdefense value propositions to customer
Develop and maintain expert knowledge and expertise of Cyberdefense partner offers and market evolution. Ability to run demos, PoCs, pilots on given solutions.
Strong interlock with partners, both at regional and local level to drive business growth.
Identify and manage third parties within proposed solutions; position Orange as the solution integrator.
Build strong relationships with in-country presales and presales CoE in Cairo / Bratislava
· Promote portfolio awareness to Presales communities with relevant training sessions for new developments
· Proposes process and tools improvements to further enhance and/or automate pre-sales and implementation process steps
Work with Marketing, Sales, Sales Experts and Product Managers to identify market needs and drive portfolio evolution to meet customer demands and strengthen our competitive positioning in the region
Assist in post sales stage in resolving implementation and delivery issues as subject matter expert
Provide accurate forecasts of strategic and tactical opportunities.
Take a stake in our Cybersecurity growth ambitions by bearing a personal revenue target on CyberDefense solutions sales.
Maintain a high degree of knowledge for Orange Business Services products, services and solutions sets that have integration / alignment with area of expertise.
knowledge & development
teamworking & networking
addressing client needs and solving client problems
business acumen and entrepreneurial thinking
written communication skills
oral communication skills
formal presentation skills
project risk assessment and planning
personal motivation and attitude
resilient and driven
prioritization and balance
personal credibility and impact
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.