Cloud Solution Expert

3 weeks ago

Navi Mumbai, India Orange Business Services Full time

about the role

Orange Business Services continues to grow in the APAC region and OBS’s Cloud Business is growing over 25% YoY. To fulfill the market demand, Orange Cloud Business (OCB) is expanding its team and is currently looking for a Cloud Sales Expert to join the team in APAC. The role will have a focus on growing the Orange infrastructure services business, with specific reference to the Cloud and Managed Services portfolio. The role will be supporting countries in APAC.

The primary focus is for business development for the Orange Cloud Solution Portfolio in India. The Sales Expert is required to show competency in the areas of Lead generation and opportunity identification; definition and qualification; negotiation and closing large and complex opportunities/bids.

The Sales Expert is required to work with/ team with the Regional Account Managers and will be accountable to achieve and exceed the business development targets set for the assigned territory. He/She will lead and drive the end-2-end sell-cycle progression for all opportunities including the creation of business value for the customer and driving the development of both technical and commercial solutions that drive multi-year service contracts for OCB.

Key Accountabilities

To build and develop relationships with country heads and account management teams in the APAC region (esp India) to identify, define, and qualify cloud opportunities from the Target Market List (TML) and to ensure growth in target accounts. Be responsible for supporting the accounts for the sale of Orange Cloud for Business portfolio in the region. The portfolio will include Consulting, IaaS, PaaS, SaaS, Public Cloud, Private Cloud, Hybrid Cloud, Data & AI services, and others in the future. To support account management teams in defining the scope of solutions and creating compelling customer-specific propositions by creatively bundling our services capability and those available through third-party vendors along with other capabilities of Orange (Connectivity etc) where possible. Lead the development of the cloud technical solution and commercial proposals and be able to comprehensively present it to the Customers. To work closely with Commercial Management to make sure all costs are captured correctly. Ensure the profitability of each submission and follow established processes for obtaining approvals prior to submission to the customer. In support of Account Managers, proactively drive innovation and value-creation discussions/ engagements with customers by leveraging your industry knowledge and consultative selling skills to demonstrate the true business value of the Solution to the Customer. Develop a strong relationship with the Global OCB Business Units (Marketing, Product Development, etc.). Provide relevant input/feedback based on customer requirements. Engage the wider Orange Cloud for Business teams to help a generation of complex proposals. Stay abreast of market developments, trends, competitors’ landscape, the market-based price for the Cloud Market in APAC. Work with the OCB Team to develop the Customer Value Propositions for the Cloud portfolio Develop partnerships and work with our partner’s local sales team to identify new opportunities (Dell, BMC, Equinix, NGN, AWS, Azure, GCP, Huawei, etc.). Manage pipeline with partners through regular business/pipeline review. Identify and manage third parties within proposed solutions; position Orange as the solution integrator. Provide accurate forecasts monthly/ quarterly/Half-yearly outlooks/ forecasts basis total opportunity funnel. Preparation of an annual business plan based on assigned targets and monitoring of performance against established targets Implementation of pricing models that optimize 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 the area of expertise

about you

New Responsibilities

Manage customer relationships across the entire sales cycle Provide a consultative sales process to leads and prospects Work closely with Partners to create win-themes and solutions Support sales team to achieve sales targets Develop and implement go-to market plans Negotiate partner and vendor pricing, better rebates, more incentives, and business development funds from vendors Develop a pricing strategy with appropriate margins based on the solution Achieve overall OCB sales targets Measuring, tracking & reporting all KPI’s Work closely with the sales team to develop sales pitches, prepare proposals and qualify prospects Be able to articulate the business outcomes and benefits with each solution Increase visibility and awareness of OCB Portfolio through partnerships with Hyperscalers and vendors (AWS, Microsoft, Google, Equinix, Huawei, Ali-C, Dell, HPE) Conduct partner and vendor collaboration activities Maintain a business forecast based on pipeline Presenting business reviews to the leadership team, including progress and challenges to closing business Developing sales plans based on planning and pipeline Able to sell and upsell Portfolio products Understanding of prospect win theme, pricing, and discount strategies to complete sales conversion. 

additional information

Manage customer relationships across the entire sales cycle Provide a consultative sales process to leads and prospects Work closely with Partners to create win-themes and solutions Support sales team to achieve sales targets Develop and implement go-to market plans Negotiate partner and vendor pricing, better rebates, more incentives, and business development funds from vendors Develop a pricing strategy with appropriate margins based on the solution Achieve overall OCB sales targets Measuring, tracking & reporting all KPI’s Work closely with the sales team to develop sales pitches, prepare proposals and qualify prospects Be able to articulate the business outcomes and benefits with each solution Increase visibility and awareness of OCB Portfolio through partnerships with Hyperscalers and vendors (AWS, Microsoft, Google, Equinix, Huawei, Ali-C, Dell, HPE) Conduct partner and vendor collaboration activities Maintain a business forecast based on pipeline Presenting business reviews to the leadership team, including progress and challenges to closing business Developing sales plans based on planning and pipeline Able to sell and upsell Portfolio products Understanding of prospect win theme, pricing, and discount strategies to complete sales conversion. 

Required Skills & Experience

More than 5 years of Cloud Sales Experience Have strong presentation and communication skills Comfortable selling Cloud and Managed Services to C level executives Self-motivated and driven to achieve goals Strong verbal and written communications skills are essential Excellent negotiation and influential skills to close opportunities A track record of achieving assigned targets in a cloud business development role with a demonstrable strong technical background in the APAC region Ability to work in conjunction with the Sales and Pre-Sales organizations. Ability to manage different partners. Experience in engagement with the Indirect channels would be a plus. Knowledge of smart solutions and consultative selling. Strong commitment to meeting deadlines & completing assigned duties (result oriented) Demonstrated flexibility & willingness to learn new technologies, commercial models and initiatives. Languages: English; Chinese will be a plus Education, Qualifications, and Certifications

Cloud certifications (Hyperscalers, Infra)

Bachelor’s degree or higher in Business and/or Engineering

Lead Generation

Develop an overall prospecting strategy for OCB to attract new logos and business, qualify and nurture prospects until they become customers Increase prospect engagement and develop strategies to warm cold leads Follow up on prospects to ensure customer is engaged and responding Conduct research on competitor activities and develop innovative ways to disrupt competitor landscape Jointly with Sales team to develop and grow the pipeline to meet revenue goals. Prepare and analyze sales pipeline reports Identify appropriate customers within the target market list Support prospecting activities such as events, webinars, and meet-ups Find prospects and provide solution quotations Ability to communicate effectively and provide proper follow up Review and identify accounts for upsell and cross sell opportunities. Cold call, build and maintain relationship with key stakeholders. Responsible for prospecting and new business acquisition Ability to identify opportunities during the qualification process and drive full sales process to resolution Understand the business development process and overcome competitive and technical objections while positioning OCB solutions Ability to articulate and deliver content that describes OCB offers, bundles, services and pricing in order to influence customers Achieve monthly business goals including but not limited to pipeline generation and closed revenue Meet outbound calling and meeting targets every month Partner with the broader country team to establish and execute the go to market strategy as well as with individual customers Record all customer information and maintain detailed tele-qualification records, in the CRM on each prospective customer Serve as internal business support and field questions from prospective and existing customers

contract

Regular

  • Cloud Solution Expert

    7 days ago

    Navi Mumbai, Maharashtra, India Orange Business Services Full time

    about the role Orange Business Services continues to grow in the APAC region and OBS's Cloud Business is growing over 25% YoY. To fulfill the market demand, Orange Cloud Business (OCB) is expanding its team and is currently looking for a Cloud Sales Expert to join the team in APAC. The role will have a focus on growing the Orange infrastructure...

  • Cloud Solution Expert

    2 months ago

    Mumbai, Maharashtra, India Orange Full time

    **About the role**: The primary focus of the Cloud Solutions Architect role at Orange Business Services is presales on cloud solutions and supporting the local sales and business development team. The role is Asia-Pacific and will provide for Singapore predominantly as well as ANZ, ASEAN and AJK. - Orange Cloud for Business within Orange Business solutions...

  • Cloud Solution Architecture

    1 week ago

    Navi Mumbai, Maharashtra, India Jio Full time

    Company OverviewJio is the powerhouse behind India's leading telecom operator, serving millions of customers with cutting-edge digital apps and services. Our end-to-end 5G solutions and cloud-native platforms revolutionize the industry.Job OverviewLead the cloud architecture and design for Jio, India's top telecom operator with 400M+ customers. Full-Time...

  • Cloud Solution Architecture

    2 weeks ago

    Navi Mumbai, India Jio Full time

    Company OverviewJio is the powerhouse behind India's leading telecom operator, serving millions of customers with cutting-edge digital apps and services. Our end-to-end 5G solutions and cloud-native platforms revolutionize the industry.Job OverviewLead the cloud architecture and design for Jio, India's top telecom operator with 400M+ customers. Full-Time...

  • Junior Solution Architect

    4 weeks ago

    Mumbai, India Unitech Solution Full time

    Job Description:A Junior Solutions Architect specializing in AWS Cloud is responsible for supporting the design, deployment, and maintenance of cloud-based solutions using Amazon Web Services (AWS). This role involves working closely with senior architects, developers, and other stakeholders to ensure that cloud solutions are effective, secure, and...

  • Junior Solution Architect

    4 weeks ago

    Mumbai, Maharashtra, India Unitech Solution Full time

    Job Description:A Junior Solutions Architect specializing in AWS Cloud is responsible for supporting the design, deployment, and maintenance of cloud-based solutions using Amazon Web Services (AWS). This role involves working closely with senior architects, developers, and other stakeholders to ensure that cloud solutions are effective, secure, and...

  • Junior Solution Architect

    4 weeks ago

    mumbai, India Unitech Solution Full time

    Job Description:A Junior Solutions Architect specializing in AWS Cloud is responsible for supporting the design, deployment, and maintenance of cloud-based solutions using Amazon Web Services (AWS). This role involves working closely with senior architects, developers, and other stakeholders to ensure that cloud solutions are effective, secure, and...

  • Junior Solution Architect

    4 weeks ago

    Mumbai, India Unitech Solution Full time

    Job Description:A Junior Solutions Architect specializing in AWS Cloud is responsible for supporting the design, deployment, and maintenance of cloud-based solutions using Amazon Web Services (AWS). This role involves working closely with senior architects, developers, and other stakeholders to ensure that cloud solutions are effective, secure, and...

  • Solution Expert

    1 week ago

    Navi Mumbai, Maharashtra, India Wärtsilä Full time

    About Wartsila-Wärtsilä is a global leader in smart technologies and complete lifecycle solutions for the marine and energy markets. HQ in Helsinki, we are committed to innovation, sustainability, and providing exceptional service. Our Navi Mumbai delivery center is looking for passionate and resourceful individual to join our global team as a Solution...

  • Solution Architect 3

    2 months ago

    Navi Mumbai, India Applied Cloud Computing Full time

    Company Description Applied Cloud Computing (ACC) is an advanced AWS consulting partner. ACC accelerates end-to-end cloud adoption with the best implementation services, software and processes available. ACC’s comprehensive framework for cloud adoption and dedicated software development capabilities help clients achieve business results faster, no matter...

  • Cloud-Based Solutions

    2 months ago

    mumbai, India Anicalls (Pty) Ltd Full time

    • Provide expert advice and assistance to support the technical, programmatic, and acquisition aspect for the design, development, and procurement and transition to Cloud-based, and hybrid Cloud solutions for NOAAs ground system capabilities to include archive, storage, ingress/egress, ground system mission operations processing. Requires specific mission...

  • Solution Experts Apps

    4 weeks ago

    Navi Mumbai, Maharashtra, India Wärtsilä Full time

    **Solution Experts Apps**: - Wärtsilä is an innovative technology company known for being a forerunner in the Marine and Energy markets. Every day, we - Wärtsilians - put our hearts and minds into turning Wärtsilä's purpose of enabling sustainable societies with smart technology, and our Smart Marine and Energy visions into reality. Our aim is to...

  • Solution Experts Apps

    24 hours ago

    Navi Mumbai, Maharashtra, India Wärtsilä Full time

    **Solution Experts Apps**: - Wärtsilä is an innovative technology company known for being a forerunner in the Marine and Energy markets. Every day, we - Wärtsilians - put our hearts and minds into turning Wärtsilä's purpose of enabling sustainable societies with smart technology, and our Smart Marine and Energy visions into reality. Our aim is to...

  • Solution Architect

    2 months ago

    Navi Mumbai, India ESDS Software Solution Full time

    **Required Educational Qualification** - B.E/BSC/BBA/Diploma (in IT, Computers, ENTC, Electronics) or equivalent. Should be certified on either of CCNA, MCSE, RHCE, A+, BCP Certified, CDCP, Azure (AZ-104, AZ-303,304) GCP, OCP, Multi-Cloud Platform or equivalent. **Work Type** - Experienced **Work Experience** - 3-10 Years **Job Location** - Navi...

  • Solution Architect

    2 days ago

    Navi Mumbai, India ESDS Software Solution Full time

    **Required Educational Qualification** - B.E/BSC/BBA/Diploma (in IT, Computers, ENTC, Electronics) or equivalent. Should be certified on either of CCNA, MCSE, RHCE, A+, BCP Certified, CDCP, Azure (AZ-104, AZ-303,304) GCP, OCP, Multi-Cloud Platform or equivalent. **Work Type** - Experienced **Work Experience** - 3-10 Years **Job Location** - Navi...

  • Solution Architect

    2 months ago

    Navi Mumbai, India Larsen & Toubro Limited Full time

    **Job Purpose** Responsible for identifying opportunities and manage the order booking through Solution and business development. Responsible for identifying, selling data center business cloud offerings and colocation sales. Provide technical feedback and solutions to leadership based on interactions with clients, prospects, and other market...

  • Solution Architect

    2 days ago

    Navi Mumbai, India Larsen & Toubro Limited Full time

    **Job Purpose** Responsible for identifying opportunities and manage the order booking through Solution and business development. Responsible for identifying, selling data center business cloud offerings and colocation sales. Provide technical feedback and solutions to leadership based on interactions with clients, prospects, and other market...

  • Cloud Solution Architect

    3 weeks ago

    Vashi, Navi Mumbai, Maharashtra, India cloudxchange.io Full time

    **Job Location: Vashi, Navi Mumbai**: **About Company**: cloudxchange.io is a born in cloud organization with Advance consulting partnership with AWS and Gold Competency on Azure. We are a multi-cloud managed services provider with delivers advanced consulting, migration & managed services solutions on various public cloud solutions like AWS, Azure, Google...

  • Solution Architect, Cloud and Automation

    2 weeks ago

    Mumbai, India Nutanix Full time

    The OpportunityDo you love discovering customers’ business challenges and crafting unique solutions for them? Are you ready for an opportunity to transform the way companies work? If you have a passion for Enterprise Cloud Technology and a knack for helping customers understand them, we want to talk to you! Nutanix (NTNX) is looking for a...

  • Cloud Solution Architect

    7 days ago

    Vashi, Navi Mumbai, Maharashtra, India cloudxchange Full time

    Job Location:Vashi, Navi Mumbai:About Company:is a born in cloud organization with Advance consulting partnership with AWS and Gold Competency on Azure.We are a multi-cloud managed services provider with delivers advanced consulting, migration & managed services solutions on various public cloud solutions like AWS, Azure, Google Cloud etc. have strong sales...