Sales Cyber

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

Primary focus is that of business development within Cybersecurity area of expertise. The Sales Cyber provides support to the Orange Business Services Sales & Pre-Sales communities, composed of Account Managers / Directors and Solution Partners in the areas of: lead generation, opportunity identification, definition and qualification, promotion, negotiation, and closing on large, complex opportunities/bids. The Sales Cyber will also lead a set of small/medium 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. The Sales Cyber reports to the Domain Head, currently located in Sweden.

**Key accountabilities**:

- Build and develop relationships with country sales and account management teams. Depending on the location of the Sales Cyber, this can extend to several countries implying the ability to navigate local cultures that can potentially differ greatly from one country to another. Strong soft skills to adapt accordingly with a solid multilingual background are essential.
- Work with the Account Manager to identify, define and qualify opportunities to ensure growth in target accounts. Responsible for supporting the accounts in the sale of the end-to-end Cybersecurity portfolio of Orange services. This encompasses threat intelligence, threat management, Identity and Access Management, incident detection and response, consulting, integration services, service management, other professional services and equipment resale.
- Foster collaboration with the in-country Orange Cyberdefense teams currently present in Germany to accelerate go to market, account mapping & customer needs, deliver our “Global Presence With a Local Touch” value proposition. A consultative selling approach is required, as opposed to a “box pusher” selling products.
- Support account management team in defining scope of solution and creating compelling customer-specific propositions by creatively bundling our services capability and those available through third party vendors. The creation of an ecosystem of both external partners (circa 20+ security technology vendors) and internal partners (cross-functional roles such as Project Management, Commercial Management, Service Management etc. is paramount to the Sales Cybers’ accountability.
- 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. The ability to propose disruptive solutions that might challenge an established offer is key.
- Sales Cyber has a strong relationship with 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. This is the second leg for creating, driving the internal partner ecosystem with stakeholders that are currently in different countries with different cultural backgrounds. Soft skills are key to foster collaboration & innovation with these stakeholders.
- Stay abreast of market-developments, trends, competitors landscape, market-based price related to Orange Cybersecurity portfolio
- Support development of value propositions to customer that are transversal to Cybersecurity portfolio
- The Sales Cyber can be invited to present industry topics during internal, external events. Strong written & oral communication skills, backed-up by a multilingual capability are key.
- 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.
- Provide accurate forecasts of strategic and tactical opportunities.

Support the Account Manager as required with the following tasks:
O Preparation of joint customer meetings using the principles of workshops where the Sales Cyber will articulate to clients possible roadmaps, fuel innovative & co-constructed projects that will ultimately lead to tangible opportunities.

O preparation of an annual business plan and monitoring of performance against established targets.

O preparation of solution pipeline and order forecasts with periodic status.

O implementation of pricing models that balance value to the customer and profitability to Orange.
- Maintain a high degree of knowledge for Orange Cyberdefense services that can cross-pollinate into the Orange Business Services portfolio, and vice versa with the objective to fuel large Digital Transformation & Network Transformation projects.

**About you**:

- Highly autonomous and result-driven, capacity to eng