Presales Cyber

**About the role**:
**Mission / role purpose**

As CyberDefense Presales Cyber, 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 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.

**Key accountabilities**:

- 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
- Presales Cyber 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
- 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.
- Support development of Orange Cyberdefense value propositions to customer
- 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:
O Promote portfolio awareness to Presales communities with relevant training sessions for new developments

O Proposes process and tools improvements to further enhance and/or automate pre-sales and implementation process steps
- Work with Marketing, Sales, Sales Cyber and Product Managers to identify market needs and drive portfolio evolution to meet customer demands and strengthen our competitive positioning in the region
- 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.

**About you**:
**Additional information**:
**Department**:
Orange Cyberdefense

**Contract**:
Regular