about the role Primary focus is that of deal shaping & solutioning within Integration Services (IS) area of expertise.The IS Solution Specialist/Expert provides support to the IS Business Manager in the areas of: lead generation, opportunity identification, definition and qualification, solutioning, promotion, negotiation, and closing on large, complex opportunities/bids. Work function is inclusive of creating business value by supporting development of both technical and commercial solutions that drive multi-year service contracts.The IS Solution Specialist/Expert will be expected to meet or exceed an individual business performance target either based on orders or combined with revenues and profitability targets, tied to a compensation plan with payout either semi-annually or monthly. Build and develop relationships with country sales and account management teams Work with the IS Business 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 IS portfolio of Orange services related to the Solution Specialist/Expert's specific area of expertise. End-to-end IS portfolio could include equipment resale, maintenance services, field services, consulting and service management services (ie. infrastructure audits or discovery, maintenance inventory management, etc.). 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. 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. Solution Specialist/Expert 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. Stay abreast of market-developments, trends, competitors landscape, market-based price for the Solution Specialist/Expert's specific area of expertise Support development of value propositions to customer that are transversal to IS portfolio Develop partnerships and work with our partner's local sales team to identify opportunities (Orange strategic/key partners include Cisco, Riverbed, Huawei, etc.). Manage pipeline with partners through regular business/pipeline review. Identify and manage third parties within proposed solutions; position Orange as the solution integrator. The IS Solution Specialist/Expert will be a requested contributor to regional bids which are more complex RFI/RFPs and based on multi-domain solutions. Provide accurate forecasts of strategic and tactical opportunities. Support the IS Business Manager as required with the following tasks: preparation of an annual business plan and monitoring of performance against established targets. 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. about you Results orientedStrong resilient and drivenAdvanced at Priotization and balanceExpert in CommunicationStrong Commercial accumenStrong Contract negotiation additional information contract Regular
