Solution Architect Director
Dubaï , United Arab Emirates
منذ 20 يوم

Mission and role :

The Global Solution Director has the overall accountability for development of the complete operational and technical solution to be contracted for by large strategic multi-

BU and / or outsourcing deals. As a key member of the global large strategic deal team, Global Solution Director is responsible for establishing customer business requirements as agreed upon with the customer and aligned with the Business Partner, understanding and evaluating customer compelling events and determining which criteria form the underlying foundation upon which the solution will be based.

He / she builds confidence with the customer and supports the Business Partner in selling the solution. Leads the production of a corresponding strategy, design and cost structure incorporating existing customer services that delivers an innovative and compelling solution for the customer.

Global Solution Director as per this job opening will focus on the global large strategic deals owned by the APAC and / or IMEAR region within the International Business entity of Orange Business Services.

Key accountabilities :

  • Bid qualification :
  • Assigned as a core team member of the large strategic deal team to support deal qualification and initial pitch at the CxO level
  • Perform an assessment of the opportunity and complete the solution qualification dashboard, for inclusion within the RDAC qualification review pack
  • Produce a first cut, rough order magnitude (ROM) model of the opportunity for inclusion within the qualification review
  • Bid response :

  • Work closely with the customer to understand their business objectives and compelling criteria to better shape the Orange solution.
  • During solution development and negotiations of scope change present the solution as required to expedite achieving a high level of agreement.

    Finalize the baseline through negotiation with the customer to gain agreement on technical and operational findings as a result of due diligence.

  • Accountable for the production of an optimal solution meeting customer requirements utilizing Orange Business Services capabilities directly, through Partners, or other Third Parties.
  • Engage and direct service block managers, design architects, 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 Commercial Management

  • As a core member of the strategic deal team, support the overall directions of the Business Partner and plan the necessary levels of resources to deliver the solution components within the bid.
  • Define what components require a bottom-up or top-down design and costing. Ensuring full cost and labor transparency utilizing practice defined tools combined with standard domain pricing tools.

    Align with the project development milestones defined by the Bid Engagement Manager

  • Manage the service block managers, design architect(s), and assigned subject matter experts. Lead the overall solution work stream securing the contribution of all relevant Orange Business Services BUs’ service delivery organizations, Partners, Third Parties and supporting entities.
  • Plan, manage, and lead key internal bid reviews : design to cost review, solution review and post contract handover review with Contract Management (CBU) team,
  • Ensure that support and approvals required from the Orange Business Services business units and service delivery organizations is secured
  • Lead the production of the consolidated technical solution proposal documents including presentations as required, working closely with the Bid Engagement Manager
  • Last point of escalation for unresolved issues within the technical and operations arena
  • Ensure early identification of transformation scenarios to the target solution, in conjunction with corresponding risk and cost factors
  • Due Diligence Phase

  • During the due diligence phase direct the technical due diligence teams
  • Bid negotiation & Handover

  • 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.
  • Work with legal team to develop contractual schedules related to service offer
  • Lead the handover of the solution team deliverables to the post sales teams
  • Provide technical thought leadership :

  • Demonstrate knowledge of industry technical developments;
  • Contribute to Orange Business Services Knowledge Management Repository to bring industry-leading solutions; stimulate creativity to ensure Orange Business Services positioning as a market leader
  • Maintain a thorough understanding of internal tools, systems and processes required to develop quality / approved technical proposals to customers
  • Maintain a high degree of knowledge of all Orange Business Services products, services and solutions sets
  • Contributes to the knowledge sharing within the strategic deal community
  • Pre-Sales Practice

  • Contribute to improvements within Pre-Sales across IB
  • Ensure successful innovative solutions are circulated and shared as developing best practice through mentoring, coaching and ad-
  • hoc seminars as appropriate

  • Contribute to other knowledge communities to build a best practice approach across future solutions.
  • about you

    Education & certifications :

  • Minimum BSc degree in telecommunications, electrical engineering, information technology & systems or other relevant field
  • Desirable

  • MSc or MBA degree
  • Accreditation / certification in area of expertise
  • Experience :

  • 15+ years related work experience and proven track record of in depth technical experience within telecom and / or IT industry solutions and services
  • Proven delivery of complex pragmatic solutions design within industry
  • Track record of consultative selling / wider solution design; business acumen to assess opportunity
  • Industry-wide knowledge / market leadership
  • Personal and professional credibility to challenge customer assumptions / internal responses
  • Proven leadership within a virtual team environment, which encompasses a broad spectrum of technical expertise
  • Relevant job skills : Behavioral skills :

    Behavioral skills :
  • Adaptability
  • Communication
  • Creativity and innovation
  • Delegation
  • Influence and persuasion
  • Intercultural awareness
  • Leadership
  • Planning and organizing
  • Problem-solving
  • Relationship building
  • Teamwork
  • Matrix Management
  • Developing and coaching others
  • Professional skills & knowledge :

  • Business acumen
  • Market trends and knowledge
  • Negotiation techniques
  • Finance techniques
  • C-level relationship 3
  • Products and Services
  • Other

  • Fluent in English
  • On-top-of latest IT- and digital trends
  • additional information

    Job Title : Global Solution Director

    Location : Multiple (Amsterdam, Slough, Singapore, Dubai)

    Full- / Part- time : Full- time

    Reports to : Global Head of Presales for International Business

    Global Solution Director as per this job opening will focus on the global large strategic deals owned by the APAC and / or IMEAR region within the International Business entity of Orange Business Services.

    International Business

    Orange Business Services manages and integrates the complexity of international communications, freeing our customers to focus on the strategic initiatives that drive their business.

    Our extensive experience and knowledge in global communication solutions, together with our understanding of multinational business and local support in 166 countries and territories, ensure that our customers receive a consistent, global solution wherever they do business.


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