Presales Solution Architect – Defense Center

Location: Belgium (Antwerpen, Brussel, Gent, Rotselaar)

Job type: hybrid, full-time

Orange Cyberdefense, an Orange Group company, is one of the world's leading cyber security services and solutions providers.

Orange Cyberdefense enjoys 25 years’ experience in the field of global information security, providing products and services for leading organisations in over 160 Countries.

We are building a safer digital society, protecting individual and corporate freedom across geographies.

Working as a Presales Solution Architect

Reporting to the Head of Defense Center Belgium, your mission will be to support the growth of Orange Cyberdefense in our Managed Threat Detection and Response (MTDR), exposure and threat management services in close collaboration with the various teams.

In collaboration with Sales, your mission is to build customer relations and expand Orange Cyberdefense scope and portfolio of services with targeted customers and prospects. This mission includes key stakeholders relationships, contributing to joint sales planning, solution strategy definition, identification of potential opportunities, and deal qualification.

You will act as the customer advocate for their cybersecurity needs and ensure that proposed solutions are effective for the customer. Through wide technology insight and customer industry awareness, you will guide and influence customers on selected Orange Cyberdefense services.

In your role you will be responsible for continuously looking into digital technology evolution/opportunities with the ambition to increase our customer intimacy and grow the business and value of services delivered by Orange Cyberdefense.

Your main responsibilities will be to:

• Develop in conjunction with sales opportunities around the Defense Center services by working closely together and support on the execution of the account plans to achieve customer success

• Understand customer business and technical requirements and translate these into Orange Cyberdefense services and solutions. With this comes the task of providing key customer information and solution development guidance

• Customer facing activities such as consultative selling, value selling, discovery workshops, customer presentations, understanding customer IT (& OT) landscape and develop a secure digital journey

• Develop, respond and support in solution proposals, statement of work (SOWs) and Request for proposals/information/quotation (RFx) by positioning Orange Cyberdefense value proposition in accordance with the customer defined requirements and propose a competitive and winning solutions

• Initiate, formalise and maintain partnerships with the main technology vendors in the IT security domain relevant to Defense Center, in close collaboration with our partner manager and any other stakeholder

• Track the IT security market though latest industry, competitor, regulatory and threat landscapes, looking for new opportunities to add value

• Undertake an advisory role to support our customers in realising and understanding cyber security

• Contribute to the influence of Orange Cyberdefense by speaking at public events, holding presentations, or publishing information

What we expect from you:

• A minimum of 3+ year of IT Security experience

• Technical and business expertise in cyber security or successful experience with a cybersecurity market player

• Good knowledge of IT related topics like MTDR, vulnerability management, incident response, SOAR, ethical hacking, ...

• Knowledge and experience in selling Managed Security Services (MSS)

• Knowledge of and an interest in investigating and promoting the role of automation and AI within the proposed scope

• A good understanding of the sales cycle, buying personas, and decision-making processes, and how to successfully navigate through the sales & buying cycle

Soft skills: