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Job Post Details

IPSE - AME Regional Manager - job post

4.1 out of 5
São Paulo, SP
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São Paulo, SP

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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

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.

Job Description


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 and spoken, other languages a plus.
  • Experienced in driving Agile projects with proven track record of achieving objectives- Agile/ SAFe certification is a plus.
  • Connectivity, Cloud, Security, Data, Contact Centers, Unified Communications and Service Management vendor certifications are highly appreciated.

le plus de l'offre

The benefits of being Orange

Orange Business was certified as one of the best companies to work by the Great Place to Work Institute from 2012 to 2015. Since 2016, Orange has been awarded as the Top Employer Brazil. The comprehensive independent research revealed that the Company provides excellent employee conditions, nurtures and develops talent throughout all levels of the organization, and has demonstrated its leadership status in the HR environment, always striving to optimize its employment practices and to develop its employees. And since 2015, Brazil has been recognized by the Gender Equality & Diversity for European and International Standard Certification.

Because Orange Business hires the best people, we work hard to provide benefits that make their lives better, so we offer a comprehensive benefit program which features:

Medical plan

Dental plan

Life insurance

Meal allowance

Transportation allowance

Bonus plan


Day care

Private pension fund

Birthday gift (day off)

Give a day, get a day (day off)

Maternity Leave (6 months)

Paternity Leave (15 days)

Orange Employee Solutions (psychological and legal assistance)


Labor gymnastic

Teleworking Reimbursement



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