Sr Sales Expert - Cyberdefense IMEA Region

  • Dubai
  • Permanent
  • Full-time
  • 4 months ago
Primary focus is that of business development within Security area of expertise in Middle East and Africa region as well as for the Sita BU. 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 development of both technical and commercial solutions that drive multi- year service contracts. Strong relationship with the Orange Cyber Defense domain in France

Build and develop relationships with country heads and account management teams in Middle East and Africa region, with SITA BU and SITA to identify, define, and qualify security opportunities to ensure growth in target accounts.

Be responsible for supporting the accounts in the sale of Orange Cyberdfense portfolio in the region. Portfolio could include Security Consulting (Security maturity assessments, Network security assessments, Penetration tests…) Parametric security (Next gen Fw, Proxies , secure Gateway, DDoS protection…), Identity and Data Management (Identity Management, Remote access security management, securing applications …), Security Intelligence and Threat Management (CyberSoc services, CERT and CSIRT services , SIEM…) , integration services as well as managed services, service management, other professional services and equipment.

Support account management teams in defining scope of solution and creating compelling customer- specific propositions by creatively bundling our services capability and those available through third party vendors. Lead the generation of the security technical and commercial proposals and defend it when a presentation of Orange proposal is requested in front of the Customers.

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 CyberDefense stakeholders in France and make sure they will be available to help generation of complex proposals.

Stay abreast of market- developments, trends, competitors landscape, market- based price for the scurity business

Support development of value propositions to customer that are transversal to Security portfolio

Develop partnerships and work with our partner's local sales team to identify new opportunities (IBM, Cisco, Zscaler, Riverbed, Fortinet, Dynatrace, Checkpoint, 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 area of expertise.

about you

A very good track records in Security business development with a strong technical background in MEA region (minimum of 15 year experience).

Ability to work in conjunction with the Sales and Pre- Sales organizations.

Ability 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)

1 Dubai Jobs

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