Orange طالبين Senior Cloud Sales Expert
Job Description
The primary focus is that of business development within the cloud area of expertise in the 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 the development of both technical and commercial solutions that drive multi-year service contracts. A strong relationship with the Orange Cloud for Business.
Job Responsibilities
Build and develop relationships with country heads and account management teams in the 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. The portfolio could include Consulting, IaaS, PaaS, SaaS, Public Cloud, Private Cloud, Hybrid Cloud.
Support account management teams in defining the scope of solutions 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 the Orange proposal is requested in front of the Customers.
Orange طالبين Senior Cloud Sales Expert
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 a generation of complex proposals.
Stay abreast of market developments, trends, competitors landscape, the market-based price for the security business
Support development of value propositions to the customer that is transversal to cloud portfolio
Orange طالبين Senior Cloud Sales Expert
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 an area of expertise
Orange طالبين Senior Cloud Sales Expert
Job Requirements:
Bachelor degree in Computer Science or any relevant IT field
10 years+ of experience in cloud business development with a strong technical background in the MEA region
Ability to work in conjunction with the Sales and Pre-Sales organizations.
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)
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