Ipse - Apac Regional Manager

**Votre rôle**:
The **International Presales Enablement (IPSE)** plays a key role in providing solution design & validation support to presales & consulting teams across the regions and territories within International Zone and is looking after global Presales Practice for all International Presales professionals.

Our mission is to bring simplicity and create value in a complex world of our customers, our partners, our customer account teams and Orange Business.

Being an IPSE Regional Manager, you will ensure the implementation of effective presales governance and will facilitate providing the means and mobilizing central resources to help develop technically innovative and commercially competitive solutions.

**About the Role**

**Why become IPSE Regional Manager**

**Opportunities for an IPSE Regional Manager**

**Mission**

The role will coordinate the efforts, interlocks and utilize IPSE resources to further enhance Presales experience as per below;
- Be the main Point of Contact for the in-region Sales and Pre-Sales teams requesting support or highlighting challenges or issues that need special attention from IPSE organization.
- Oversee the sales pipeline for forthcoming business in order for IPSE to anticipate and secure needed resources.
- Ensure that Solution Design Support Technical Architects (TAs) with the right skills and availability are assigned to support bid-team on the right stage as per requirements,
- Represent IPSE in the international bid process gates.
- Communicate sales channel priorities (must win etc.) and strategy to IPSE Management
- Manage escalations related to bids in region and coordinate with the concerned IPSE Managers and TAs
- Ensure an IPSE representative attends Solution Review, with clear and justified position (GNG, Assumptions, perimeter and risks )
- Ensure SAM Response timeline and quality are in line with bid planning and up to agreed quality standards.
- Coordinate training needs and support transversal collaborative programs in which IPSE is engaged towards the regional Sales / Pre-Sales forces.
- Promote IP'SE knowledge management programs and the AOD process in region and ensures as much as possible AOD process adherence.

**Main activities**
- ** Regional management**: Identified as one of the key stakeholders in the Sales/Presales phase of large and complex bids.
- Run/ attend Governance calls.
- Business follow up and prioritization with Sales/Presales and the central teams (including product and delivery teams)
- Continual Improvements at regional and central levels - interlocking with both practice and regional teams.
- Specific Exec Reporting when needed (e.g., IC “insight” when applicable)
- Reporting and analysis of presales engagements/ activities
- ** Member of Regional DAC and Solution Reviews board**: Instrumental at managing and validating large and Complex Solutions.
- Participation to all regional DAC calls
- Support qualification on “solutions” aspects
- Ensures resource planning after DAC.
- Official sign off at Solution Reviews
- ** Bid management**: Main point of contact for sales and pre-sales teams.
- IPSE resources mobilization and SAM assignment
- Escalation point from and towards Sales and Pre-Sales on bids
- Regular follow up of complex cases with country Pre-Sales heads
- ** Interlock with other players**: Can be engaged as “expert” to help other entities in their tasks.
- Specific processes and Follow Up for Strategic Projects
- Relates with Sourcing, Commercial Managers, GDO, I2, OCD as much as needed.

**Votre profil**:
**Key Skills, Knowledge and Abilities**
- Good analytical skills with proven ability to collect and interpret customers’ needs.
- Technical and innovation interest
- Leadership experience, preferably with experience in working with Sales, Presales teams, Product Managers and Factories (Engineering, Operations, Affiliates)
- Excellent understanding and Knowledge of Orange Business organization structure, portfolio of services, processes and tools.
- Strong Customer satisfaction Focus with good people networking and presentation skills.
- Business Case and Commercial statement understanding
- Excellent communication skills, written and oral.
- International experience and ability to work in a multi-cultural environment.
- Excellent analytical skills, attention for details
- Fast thinker, good decision maker and ability to manage complex situations.
- Autonomous and agile in unknown environments (ability to transform difficulties into opportunities)
- Adaptability within multiple cultural environment
- Strong in Influencing, negotiation, and persuasion

**Qualifications, Education and Certifications**
- Minimum BSc degree in Engineering or Telecommunications, Data Science or equivalent, MBA/ Master degree preferred.
- Minimum of 10 years experience in telecommunications industry with at least 5 years of experience working in a global setting doing a cross-functional managerial role.
- Fluent in English, both written