About the Role

Why become IPSE Regional Manager

The global market for Telecom and IT providers is rapidly changing and accordingly introducing new challenges to address. These changes are impacting the business context of our customers and their planned investments. Orange Business is proactively transforming to meet the customers’ demand by focusing on business outcomes through the introduction of its Strategic Value Propositions (SVPs). For International we need to reimagine how we engage with customers and internally throughout the bid & solution management to succeed in our transformation towards a network and digital integrator. Recent and on-going transformations have created an urge for establishing stronger governance and building new interlocks due to changes in organization structure, processes, and deployment of new automation and tooling platforms. With the adoption of new methods, it is vital to balance between agility and applying the right level of controls across all engaged entities. Hence, the IPSE regional Manager is seen as a key driving force to ensure success of the IPSE and International presales at large. In addition to providing means and mobilizing resources to support the region, the IPSE Regional Manager will continuously drive improvement activities and plans in a very dynamic and agile way.

Opportunities for an IPSE Regional Manager

A perfect mix of Business-driven responsibilities and cross-functional engagements with responsibilities ranging from managing communities in different organizations to leading improvement programs. The job provides a great exposure and opportunity to have a differentiating impact to our business and specifically ensure success of Presales in region. It is an ideal opportunity for a candidate that has a senior profile with a long track record of experience in leading cross-functional teams, and wanting to use this experience to drive change, performing quality control while continuously driving improvements and working within a customer-centric and business value-driven environment. It is a perfect timing to take such role as Orange Business is transforming and expanding its capabilities to offer integrated solutions, hence a great opportunity to adopt new approaches that matches the ambitions of the organization as well as evolving customer needs.

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.