Sr. Cloud Sales Expert

Votre rôle

Mission / role purpose

Primary focus is that of business development within cloud area of expertise in Middle East and Africa region . 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 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. Strong relationship with the Orange Cloud for Business.

• Build and develop relationships with country heads and account management teams in Middle East and Africa region to identify, define, and qualify cloud opportunities to ensure growth in target accounts.
• Be responsible for supporting the accounts in the sale of Orange Cloud for Business portfolio in the region. Portfolio could include Consulting, IaaS, PaaS, SaaS, Public Cloud, Private Cloud, Hybrid Cloud.
• Support account management 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. Lead the generation of the cloud technical and commercial proposals and defend it when a presentation of Orange proposal is requested in front of the Customers.
• Work closely with Commercial Management to make sure all costs are captured correctly. Ensure the profitability of each submission
• 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.
• Develop a strong relationship with the 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. Identify key Orange Cloud for Business and make sure they will be available to help generation of complex proposals.
• Stay abreast of market-developments, trends, competitors landscape, market-based price for the scurity business
• Support development of value propositions to customer that are transversal to cloud portfolio
• Develop partnerships and work with our partner’s local sales team to identify new opportunities (Dell, BMC,Equinix, NGN, , 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.
• Support the Account Manager / country managers as required with the following tasks: Provide accurate forecasts of strategic and tactical opportunities, Preparation of an annual business plan and monitoring of performance against established targets and 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

Votre profil

• A very good track records in cloud business development with a strong technical background in MEA region (minimum of 15 year experience).
• Ability to work in conjunction with the Sales and Pre-Sales organizations.
• Ability to manage different partners.
• Strong written and presentation skills to CxO level – ability to pitch a value proposition and convince.
• Indirect channel experience would be a plus.
• Knowledge of smart solutions and consultative selling.
• Strong commitment to meeting deadlines & completing assigned duties (result oriented)
• Demonstrated flexibility & openness to new technical and commercial ideas & alternatives
• Languages: English, Arabic & French (is a plus)

Le plus de l'offre

• Global opportunities: Work in multi-national teams with the opportunity to collaborate with colleagues and customers from all over the world
• Flexible work environment: Flexible working hours and possibility to combine work from office and home (hybrid ways of working)
• Professional development: training programs and upskilling/re-skilling opportunities
• Career growth: Internal growth and mobility opportunities within Orange
• Caring and daring culture: health and well-being programs and benefits, diversity & inclusion initiatives, CSR and employee connect events
• Reward programs: Employee Referral Program, Change Maker Awards

Entité

Orange Business International

Contrat