Senior Presales Consultant
Orange Business Services
Quarry Bay,Hong Kong:King's Rd, Hong Kong
2天前

Purpose :

Working in tandem with the Account Manager, Service Domains Owners, Commercial and Engagement teams as well as local presales consultants and regional presales support teams, a Senior Presales Consultant has the overall accountability for development of the complete technical and commercial, optimal solution to be contracted for large or complex, multiple-services domains projects opportunities.

As a key member of the local pre-sales, client facing bid response team : establishes agreed upon customer business requirements, understands and evaluates customer compelling events, and determines which criteria forms the underlying foundation upon which the solution will be based.

Builds confidence with the customer and supports the account manager in selling the solution including but not limited to the solution value and technology capability.

Lead the production of a corresponding strategy, design and cost structure incorporating existing customer services. Ensure, from a local presales standpoint, from the solution launch meeting through contract signature that all solution support and approvals required from the Orange Business Services business units and service delivery organizations is secured.

Support, from the solution perspective, Account Manager for local, regional or global management approval of the proposal.

Engage and lead all service block managers, as well as other internal and third-party resources assigned through development of the solution during pre-sales and contracting phase of a large or complex deal opportunity.

  • Consolidate all inputs into a coherent, consistent, and compliant format, in order to : develop an optimal and innovative value add solution with precise scope of work;
  • create associated cost models; and ensure delivery of proposal documentation.

  • Very good knowledge of solutions offered by global carriers or system integrator’s such as Orange Business Services that comprises of products;
  • services and solutions related to customer ICT infrastructure consolidation, optimization and management, especially on global network and voice solutions.

    Proven experience into presales, commercial or managed service provider in context of Hong Kong and Asia Pacific region market and Orange environment an advantage

    Direct reporting into Presales Manager, Hong Kong & Taiwan.

    Main activities : - working in tandem with the designated Service Domain Owner, Commercial Manager, Regional Presales Support Engineer and / or Engagement Manager

  • Act as the local presales lead for all key large and complex bids; coordinating all stakeholders from account management;
  • technical presales; project management; product development, sourcing and other backend teams; operations as well as commercial; finance and legal

  • Accountable for the production of an optimal solution meeting customer requirements utilizing Orange Business Services capabilities directly, leading Regional Presales Support, Partners, or other Third Parties.
  • Engage and direct service block managers and subject matter experts as required. Negotiate scope and service level adjustments during presales phase as required.

    Combine all available Orange Business Services and Third Party resources to generate standard and non-standard service blocks.

    Responsible for obtaining the necessary validations and approvals for both solution and associated costs. Accountable for identification and quantification of the corresponding gaps and risk factors (technical, costing, SLA) maintaining the technical risk and issues register with supporting mitigations in conjunction with Product Management and Commercial Management.

  • Ensure early identification of transformation scenarios to the target solution, in conjunction with corresponding risk and cost factors.
  • Define what components require a bottom-up or top-down design and costing. Ensure solution align with the project development milestones

  • Lead the production of the consolidated technical solution proposal documents including presentations as required.
  • To ensure timely execution of actions within the bid response timelines defined by Bid Management and drive all technical and commercial solution related parties for responses and submission.
  • To support Account Manager for local, regional or global management approval of the proposal from solution perspective.
  • Drive local and / or regional management escalation where needed; and responsible for highlighting red flags and risks in the bid life cycle
  • To assist in contract negotiation with the account manager when requested : support the contracting process as the lead for the solution within the negotiating team, assessing customer desired changes relative to the impact on the solution and financial, as well as associated consequence of these changes.
  • To recommend complimentary solutions as value-add and contribute to increase of Orange revenue, as part of the overall bid value proposition
  • about you

    Technical skills / Knowledge :

  • Strong and holistic understanding of the technical solutions offered voice including Carrier Voice and Unified Communications (Cisco, Microsoft and Zoom);
  • WAN including MPLS, Internet and SD-WAN, integration and interdependencies of these to each other

  • Knowledge and experience in LAN such as Data Center and Enterprise WIFI solution is an advantage.
  • Ability to work under pressure and to deal to completion with multiple tasks.
  • Good commercial and finance background and problem solving skills.
  • A high level of personal communication, presentation and negotiation skills
  • Good interpersonal, strong team player.
  • Proactive, self -motivated and determined attitude. Customer-focused mentality.
  • Ability to acquire and maintain a thorough understanding of internal tools, systems and processes required to develop quality / approved technical proposals to customers.
  • Ability to acquire and maintain a high degree of knowledge of all Orange Business Services products, services and solutions sets.
  • Languages : English and Cantonese fluent for both verbal and written communications, Mandarin a plus
  • Industry Certifications :

  • Any kind of industry certification with related vendors such as Cisco, Microsoft, Zoom Genesys; Fortinet, Meraki, etc will be beneficial
  • Experience :

  • 7-10 years’ relevant experience in a global organization serving multinational clients
  • Solid hands-on experience in complex deal structuring is a must.
  • Working experience in Hong Kong and APAC environment is a must
  • Working experience in Orange into presales, BU, Commercial, Finance areas is an advantage.
  • additional information

    department

    Sales & Marketing Asia Pacific

    Regular

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