Business Sales Specialist Integration Services & Equipment Resell

Orange Business is here!

About us

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 IS Solution Specialist serves as a strategic sales resource supporting OB account teams in the identification, development, and closing of opportunities involving technology hardware, software and integration services. This role provides technical and business expertise to accelerate revenue growth, improve win rates, and position comprehensive solutions that address customer business challenges.  The IS Solution Specialist acts as a trusted advisor to customers and internal account teams.

• Sales Support & Opportunity Development
• Partner with account teams to identify, qualify, and pursue strategic sales opportunities.
• Serve as a subject matter expert across hardware, software, and integration services offerings.
• Engage customers to understand business objectives, operational challenges, and technology requirements.
• Develop account strategies that align technology solutions with customer priorities.
• Participate in discovery sessions and executive briefings with customers.
• Translate OB technical capabilities into business outcomes for customers
• Collaborate with solution architects, engineers, delivery teams and vendors to develop integrated solutions.
• Provide guidance on pricing and competitive positioning.
• Support territory planning and pipeline development activities.
• Assist in identifying whitespace opportunities within existing accounts.

 

• Sales Execution
• Lead solution presentations, demonstrations, and technical discussions.
• Support large, complex RFP, RFQ, and proposal development efforts.
• Coordinate solution design and quote creation using OB tools and partner provided tools as required to ensure accuracy  
• Develop business cases and financial justifications for proposed solutions.
• Assist account teams throughout the sales cycle from opportunity identification through to deal closure.

 

• Cross-Functional Collaboration
• Work closely with internal hardware, software and integration services partner organizations.
• Coordinate resources across engineering, implementation, customer success, and delivery teams.
• Foster strong relationships with strategic technology partners and vendors.
• Ensure smooth transition from sales to post sales delivery organizations
• Support customer adoption and expansion opportunities.
• Identify and support upsell, cross-sell, and renewal opportunities.
• Participate in executive business reviews and customer strategy sessions.
• Lead Cisco service, HW, SW & CX rebate forecasting and reconciliation efforts, ensuring accurate financial tracking.
• Manage Cisco CS/CX activities for LAM accounts, contributing insights and strategies to enhance performance.

About you

• Professional skills:
• Intermediate to strong understanding of OB QtB tools and processes, ensuring effective utilization in sales operations.
• Thorough knowledge of AME Bid Process for ERS/IS, supporting timely and precise project deliverables.
• Expertise in Excel, enabling robust data analysis and visualization for informed decision-making.
• Ability to apply pricing strategies that balance competitiveness with profitability across diverse sales scenarios.
• Soft skills:
• Exemplary listening and communication skills that facilitate smooth collaboration across teams and contribute to positive stakeholder relationships.
• A proactive problem-solving mindset that embraces challenges as opportunities for growth and innovation.
• Adaptability to changing priorities and a dynamic work environment while maintaining focus on key objectives.
• A collaborative spirit that champions teamwork and knowledge sharing among peers.
• Education:
• Bachelor's degree in Business Administration, Finance, Marketing, or Computer Science is preferred.
• Master's degree is a plus, enhancing analytical and strategic capabilities.
• Strong academic foundation in relevant fields is essential for optimal performance in this role.
• Experience:
• 3+ years of technology sales, solution consulting, sales engineering, or overlay sales experience.
• Proven success supporting complex enterprise sales opportunities.
• Experience selling or supporting technology solutions including hardware, software, networking, storage, infrastructure, or managed services.
• Demonstrated ability to engage both business and technical stakeholders.
• Experience working with professional services and systems integration engagements.

You bring a can-do attitude, tackle challenges head-on and challenge the status quo with new and innovative ideas.

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.• Reward Programs: Employee Referral Program, Change Maker Awards.

Only your skills matter

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.

Responsibilities

The IS Solution Specialist serves as a strategic sales resource supporting OB account teams in the identification, development, and closing of opportunities involving technology hardware, software and integration services. This role provides technical and business expertise to accelerate revenue growth, improve win rates, and position comprehensive solutions that address customer business challenges.  The IS Solution Specialist acts as a trusted advisor to customers and internal account teams.



- Sales Support & Opportunity Development


- Partner with account teams to identify, qualify, and pursue strategic sales opportunities.


- Serve as a subject matter expert across hardware, software, and integration services offerings.


- Engage customers to understand business objectives, operational challenges, and technology requirements.


- Develop account strategies that align technology solutions with customer priorities.


- Participate in discovery sessions and executive briefings with customers.


- Translate OB technical capabilities into business outcomes for customers


- Collaborate with solution architects, engineers, delivery teams and vendors to develop integrated solutions.


- Provide guidance on pricing and competitive positioning.


- Support territory planning and pipeline development activities.


- Assist in identifying whitespace opportunities within existing accounts.


-  
- Sales Execution


- Lead solution presentations, demonstrations, and technical discussions.


- Support large, complex RFP, RFQ, and proposal development efforts.


- Coordinate solution design and quote creation using OB tools and partner provided tools as required to ensure accuracy  


- Develop business cases and financial justifications for proposed solutions.


- Assist account teams throughout the sales cycle from opportunity identification through to deal closure.


-  
- Cross-Functional Collaboration


- Work closely with internal hardware, software and integration services partner organizations.


- Coordinate resources across engineering, implementation, customer success, and delivery teams.


- Foster strong relationships with strategic technology partners and vendors.


- Ensure smooth transition from sales to post sales delivery organizations


- Support customer adoption and expansion opportunities.


- Identify and support upsell, cross-sell, and renewal opportunities.


- Participate in executive business reviews and customer strategy sessions.


- Lead Cisco service, HW, SW & CX rebate forecasting and reconciliation efforts, ensuring accurate financial tracking.


- Manage Cisco CS/CX activities for LAM accounts, contributing insights and strategies to enhance performance.