Presales Manager
Orange Business Services
Quarry Bay,Hong Kong:King's Rd, Hong Kong

about the role

This position required to work as individual contributor and as a team lead managing a small presale team based in HK & Malaysia.

He / She has to work in line with the overall business objectives (Order, revenue, margin, staff utilization) for HK & Taiwan.

The position has to actively participate in the team qualification & skills development, customer meetings and delivery of proposals / solutions liaising with other teams as necessary.

Working as a team lead

  • Managing the presales team to ensure the quality of works and priority across multiple projects / opportunities
  • Working with regional BU head to ensure adoption of global processes, methods and tools throughout the team.
  • Maintain in the team a high degree of knowledge of Orange Business Services solutions. Use this to design commercially and technically viable solutions (PreSales) and / or to deliver them efficiently (Build Billable consultants).
  • Working with Sales Management to help develop appropriate account plans. Account plans with realistic opportunities adapted to customer business requirements.
  • Ensure the team has the best quality of handover from design stage to transition teams, or from the build phase to the run phase.
  • Customer satisfaction at handover phase.

    Working as individual contributor in the presale capacity

  • He / She 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.
  • 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

  • 10-15 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


    Sales & Marketing Asia Pacific



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