ICT Presales Expert

Education & Experience: University degree in Telecommunications, Electrical Engineering, Computer Science, or related field 5+ years of experience in a presales, technical sales, or solution architecture role within the ICT industry. Excellent knowledge of telecommunications products/services and current telecom/ICT technologies Proven professional certification for major vendors technology streams. Solid understanding of B2B sales processes and ICT solutions for enterprise customers. Familiarity with Agile methodologies and their application in software development and project management. Excellent communication, presentation, and interpersonal skills. Proven ability to learn and adapt to new technologies and market trends. Strong problem-solving and analytical skills. Ability to work independently and as part of a team. Proficiency in using CRM and sales enablement tools Responsibilities: Customer Engagement & Technical Discovery: Develop and deliver technical presentations, demonstrations, and proposals that effectively communicate the value proposition of Orange's ICT offerings Participate in customer meetings, technical workshops, and discovery sessions. Identify business drivers, operational challenges, and technical requirements. Translating business needs into technical specifications Conduct needs assessments and gap analysis. Translate customer requirements into solution architecture. Engage with stakeholders: CIO / CTO, IT Managers, Network & Infrastructure teams, Security teams, Business unit leaders. Sales qualification and discovery: Collaborate with the sales team to understand customer business objectives and technical requirements related to ICT infrastructure, and propose appropriate solutions. Partner with Account Managers to qualify opportunities and shape solution strategy. Lead discovery to capture business, technical, security, and regulatory needs; map outcomes to JTG portfolio and Tailor‑Made Offers (TMO). Work closely with internal teams, including engineering, product development, and service delivery, to ensure seamless solution delivery and customer satisfaction. Assist in solution positioning against competitors. Provide technical responses during negotiations. Solution Architecture Design: Design end-to-end ICT solutions across multiple domains including networking, cloud, cybersecurity, collaboration, and data center infrastructure. Solution architecture diagrams with required technical design documents. Own solution descriptions, architectures, compliance to technical specs, success criteria, and SOW inputs. Provide TCO/ROI, licensing/ quoting inputs; optimize vendor configurations with margin protection. Produce HLDs/ blueprints, BoM/BoQ, sizing, scalability; document assumptions, risks, and dependencies. Define PoC scope and success criteria; run demos / PoC’s; address technical objections. Participate in bid management activities, including technical proposal writing, pricing, and risk assessment. Technical Presentation & Storytelling: Ability to communicate and explain complex technology clearly. Delivering technical presentations tailored to technical and executive stakeholders. Explaining technical solutions to non-technical stakeholders Value Proposition & Solution Positioning: Present the solution in terms of business value and competitive advantage, ROI justification, Competitive differentiation, Business benefits explanation Vendor Technology Integration: Maintain strong knowledge of technology vendors and products such as Cisco, Fortinet, Microsoft, HPE, Huawei. Selecting the right vendor technology Integrating multi-vendor solutions Coordinate vendor/distributor quotations; track roadmaps, EoL/ EoS, security advisories, and interoperability. Understanding vendor capabilities and limitations Design solutions based on best-fit vendor technologies. Need to master at least one technology steam from major vendors equipped with professional certifications with high knowledge for other technology streams such as: Networking & Connectivity; Cybersecurity; cloud Platforms; Data Center, Servers, storage & Virtualization. Proposal & Tender Management: Plays a key role in RFP/RFQ responses and bid preparation. Own technical responses, technical compliance matrices, and solution summaries; ensure alignment of technical, legal, and commercial elements. Preparing technical proposals, writing solution descriptions, creating technical compliance matrices. Preparing Bill of Materials (BOM). Developing solution architecture documents. Coordinating with internal and external stakeholders to collect feedback and provide comprehensive answer to the tender. Solution Demonstrations & Handover to delivery team: Conduct product demonstrations. Build proof-of-concept (PoC) environments. Validate solution feasibility before deployment. Execute structured handover to Service Delivery/ PMO (design rationale, scope, risk register, acceptance). Support Delivery during initiation to preserve solution intent and customer satisfaction. Costing & Bill of Materials Develop solution Bill of Materials (BOM). Work with vendors to obtain pricing. Ensure the solution fits within customer budget. Market and enablement Share technology/market insights with Product Line Managers; contribute reusable assets and reference architectures. Provide customer and internal enablement sessions. Contribute to the development of presales tools, templates, and best practices to improve efficiency and effectiveness. Show more Show less