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.
Key accountabilities
Senior advisor with significant experience and ability to support structuring and negotiations of large, complex deals
Act as the senior Commercial representative, internally with bid teams and externally with the customer, including reviews and presentations to internal and external executives.
In support of Sales, and in coordination with Legal, Finance, and Solutions teams, create, structure, and negotiate (internally and externally) commercial, financial, and risk structure of bids from qualification through to customer proposal submission, negotiation, and contract signature.
In support of a commercial structure inclusive of:
In support of a financial structure inclusive of:
In support of risk evaluation, inclusive of:
Review and evaluate an opportunity’s commercial structure and risk (including a complete financial understanding), as well as issues related to contractual, regulatory, delivery, and life cycle. Define and negotiate terms to mitigate risk.
Recommend optimum commercial & financial structure to meet internal/external win themes at minimum risk
Ensure all identified risk is documented and assessed, with mitigation action plans and owners in place, with progressive monitoring
Possess strong financial skills and attention to detail to coordinate/execute bids with Financial Architect
Champion commercial bid support at the senior management level from all functions
Ensure technical solutions are:
Prepare and present deal review collateral to internal executive committee, providing deal overview and key sales, technical, commercial & financial proposal details and associated risks.
Coordinate timely bid to the contract transition of all commercial requirements, with key stakeholders identified, to optimize contract start up / performance
Single point of contact for conflict escalation/resolution on all commercial issues
Ensure compliance with company regulations, including bid process, Schedule of Authority, human resources (local employment law), and investment guidelines
Travel as required
Knowledge and abilities:
Ability to engage and partner with customers, vendors, and third parties to create winning financial and business solutions in a competitive marketplace.
Customer-facing, develop and negotiate commercially and financially sound contracts that provide high value to both Orange Business Services and its customers throughout the full life cycle of the contract, with accommodation for growth.
Keen understanding of risk and risk mitigation techniques, ensuring risk is understood and under control.
Strong finance skills, including the ability to understand and articulate deal impact to company and customer financial objectives.
Education, qualifications, and certifications:
Bachelor's Degree in a relevant area. Prefer a technical degree coupled with a secondary business or finance degree or MBA.
Master of Business Administration, or concentration in Finance or International Business Law.
Training in Contracts and Negotiations, IACCM certification-preferred, not required.
Experience:
At least 10 years of commercial management bid experience in the telecommunications / IT environment, working on large, complex, and outsourcing deals for large multinational companies.
3 years minimum experience managing P&L operations in IT or Services Market.
Experience in creating and negotiating complex terms and conditions that are supported by a detailed financial business case coupled with risk strategy and mitigation planning – in a competitive and global marketplace.
Broad technical knowledge of managed data networks and associated services including Security, Hosting, IPT, Voice & Mobile, Convergence and Integration Services.
Strong communication skills ( verbal and written ), particurlary related to articulating specific corporate strategy and commercial solution for large, complex and outsourcing customer proposals to both internal and customer executive decision makers.
You bring a can-do attitude, tackle challenges head-on and challenge the status quo with new and innovative ideas.
• 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.
• Reward Programs: Employee Referral Program, Change Maker Awards.
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