Join us at Orange Business! We are a network and digital integrator that understands the entire value chain of the digital world, freeing our customers to focus on the strategic initiatives that shape their business. Every day, you will collaborate with a team dedicated to providing consistent, sustainable global solutions, no matter where our customers operate. With over 30,000 employees across Asia, the Americas, Africa, and Europe, we offer a dynamic environment to develop and perfect your skills in a field filled with exciting challenges and opportunities.
About the role
The Sales Engineer’s mission is to act as a trusted advisor and solution leader for a defined set of strategic accounts, partnering closely with the Account Manager to uncover business challenges, shape high-value, integrated solutions, and engage at the executive level. This role sits squarely in pre-sales and business development, with a clear focus on owning outcomes, influencing strategy, and driving new pipeline and Total Contract Value (TCV) growth through solution design, value creation, and deal leadership—not post-sales delivery or operational support.The Sales Engineer is commercially accountable for influencing and driving order intake, revenue, and Total Contract Value (TCV) growth within assigned accounts, in close partnership with the Account Manager.
About you
Key accountabilities
Key result / decision areas (outcomes)
Own Account Strategy
Partner closely with an Account Manager to co-own account strategy and growth plans
Identify new use cases and whitespace across connectivity, cloud, security, collaboration, OT, and managed services
Translate customer business challenges into solution-driven opportunities
Participate in account planning, pipeline reviews, and quarterly business reviews
Influence and contribute directly to orders booked, revenue generated, and TCV closed within assigned accounts
Measurable net-new TCV growth driven by solution-based account strategies
Consistent identification and conversion of whitespace into qualified pipeline
Improved deal quality, size, and progression through strong discovery and solution leadership
High discipline in account planning, reviews, and pipeline governance
Drive Pipeline & Revenue Growth
Create and progress qualified pipeline aligned to TCV growth targets
Act as the technical owner for new and transformational opportunities
Shape deals through strong discovery, qualification, and value articulation
Support pricing and commercial strategy from a solution and business-value perspective
Focus time and energy on the right opportunities—challenging or disengaging from low-value pursuits when needed
While the Account Manager retains overall sales ownership, the Sales Engineer is accountable for solution quality, opportunity shaping, and direct revenue and order influence.
Consistently builds and advances a qualified pipeline that converts into orders, revenue, and TCV aligned to growth targets.
Improves win rates and deal quality by leading technical ownership of new and transformational opportunities.
Increases average deal size and multi-service adoption through strong discovery, qualification, and value articulation.
Supports pricing and deal structuring to balance customer value with margin and long-term account health.
Actively prioritizes high-value, winnable opportunities while challenging or disengaging from low-return pursuits.
Directly influences orders and revenue outcomes through solution leadership and opportunity shaping, in partnership with the Account Manager.
Lead Solution Design & Technical Conversations
Design and present end-to-end solutions spanning networking, SD-WAN, LAN/WLAN, cloud, security, voice, and managed services
Lead technical workshops, solution discussions, and executive briefings
Collaborate with product, engineering, architecture, and partners to ensure solutions are feasible, scalable, and differentiated
Align solutions with long-term customer strategy and company standards
Delivers integrated, end-to-end solutions that address customer business priorities and clearly differentiate the company in competitive deals.
Builds customer confidence through clear, credible technical leadership in workshops and executive briefings, accelerating decision-making.
Ensures solutions are feasible, standardized, and scalable by aligning closely with product, engineering, and partners.
Aligns solutions to customers’ long-term strategies while adhering to company architecture, standards, and operating models.
Increases success in complex, multi-service opportunities through strong solution design and cross-functional collaboration.
Build Executive Relationships
Engage confidently with technical, business, and executive stakeholders
Tailor messaging to different audiences and decision-makers
Position the company as a strategic partner and trusted advisor
Expand relationships beyond a single contact to reduce account risk
Builds trust and credibility across technical, business, and executive stakeholders, accelerating decision-making and adoption.
Delivers tailored, compelling messaging that resonates with diverse audiences, driving alignment and buy-in for strategic initiatives.
Establishes Orange as a trusted advisor and long-term partner, not just a vendor, increasing account influence and share of wallet.
Be a Leader Internally
Maintain accurate and disciplined opportunity data in Salesforce
Contribute to best practices, playbooks, and solution-selling approaches
Act as a voice of the customer to influence internal teams
Mentor or support other Sales Engineers as the team grows
Maintains accurate, disciplined opportunity and account data in Salesforce, enabling reliable forecasting and informed business decisions.
Contributes to best practices, playbooks, and solution-selling approaches, improving team efficiency and deal effectiveness.
Acts as the voice of the customer internally, shaping products, services, and solutions to better meet market needs.
Mentors and supports other Sales Engineers, strengthening team skills and ensuring consistent, high-quality solution delivery across accounts.
Designs and recommends enterprise networking and cloud architectures that deliver high performance, resilience, and scalability for customer operations.
Ensures solutions incorporate best-in-class security and SASE principles, reducing risk and supporting compliance requirements.
Aligns cloud, hybrid, and managed services models to customer business objectives, improving efficiency, agility, and total cost of ownership.
Translates complex technical concepts into actionable strategies that drive business outcomes and enhance customer confidence.
You bring passion, energy, taste for exploration and adaptability. You seek the opportunity to expand your knowledge and develop new skills.
What we offer
• Global Opportunities: Work in multi-national teams with opportunity to collaborate with colleagues and customers from all over the world.
• Flexible Work Environment: Flexible working hours and possibility to combine work from office and home (hybrid ways of working).
• Professional Development: training programs and upskilling/re-skilling opportunities.
• Career Growth: Internal growth and mobility opportunities within Orange.
• Caring and Daring Culture: Health and well-being programs and benefits, diversity & inclusion initiatives, CSR and employee connect events.
Regardless of your age, gender identity, race, ethnic origin, religion/belief, sexual orientation, marital status, neurotype, disability, veteran status or appearance, we encourage diversity within our teams because it is a strength for the collective and a vector of innovation. Orange Group is a disabled-friendly company and equal opportunity employer: don't hesitate to tell us about your specific needs.