Presales Solution Architect - Global

Orange Cyberdefense; Malmö kommun; Hybrid; SEK 1,100,000 - 1,600,000; Full time

Job summary

Orange Cyberdefense is seeking a Global Presales Solution Architect to support local Sales/Presales teams in delivering MSS proposals that meet customer needs, align with market practices, and fit proposed SLAs and onboarding timelines.

You will lead or contribute to solution design, costing, and tender responses across Europe, the Americas, APAC, and beyond, collaborating with product and operations to ensure competitive offerings.

Qualifications

• Extensive experience in the security industry.
• Deep understanding of the Managed Security Services space and ability to clearly articulate the value of services.
• Customer-facing experience with strong presentation/communication skills in English, Danish and Swedish.
• Experience in opportunities qualification, scope of work writing, costing/pricing and responding to tenders/RFQ/RFP/RFI.
• Knowledge of key MDR vendors (Microsoft, Splunk, PAN, EDR players).
• Security industry recognized certification is a plus (CISSP, CISA/CISM, OSCP/OSCE, CEH, CREST, etc.)

Responsibilities

• Support local Sales/Presales on complex customer MSS opportunities, from deal qualification to deal closure and handover to Operations for won projects.
• Lead or contribute to the design, costing, pricing of customer solutions and drive internal and external stakeholders to build best-fit solutions.
• Provide documentation of the proposed solution (scope of work, architecture, costs, etc.) in response to customer tenders.
• Create customer centric solutions by using the existing portfolio and validating necessary deviations or incubating new technologies/services.
• Feedback on observed market demand to product managers and operational teams to help drive the service roadmap and onboarding of new customers.
• Lead or contribute to sales/presales upskilling initiatives and facilitate delivery of proof-of-concepts services.
• Track presales activity in workflow tools and report on it.

Job description

The Global Presales Solution Architect is responsible for supporting the local Sales/Presales teams in selling Orange Cyberdefense Managed Security Services (MSS), working closely with MSS Engine operations and product teams to ensure the delivery of customer proposals that meet customer requirements, are in line with market best practices, with optimal costs and can be operated under the proposed SLA, onboarding timeline.

Key Responsibilities - Strategic

• Support local Sales/Presales on complex customer MSS opportunities, from deal qualification to deal closure and support handover to Operations for won projects. The scope is the complete OCD portfolio (Anticipate, Identify, Protect, Detect, Respond)
• Lead or contribute to the design, costing, pricing of customer solutions (including the technical solution, the deployment phase and the run phase) and drive the contributions of the necessary internal and external (e.g. vendors) stakeholders in order to build competitive solutions that are the best possible fit for customer requirements
• The position is Global, supporting all regions (Europe, Americas, Asia-Pacific, Middle East and Africa and Indirect Channels)

Key Responsibilities – Tactical/Operational

• Understand all Orange Cyberdefense MSS portfolio (Detect, Protect, CTI, etc.) and be able to articulate and defend the value of our services to customers
• Stay abreast of changes (on market trends, on our portfolio) and attend training sessions, both in-house, vendor-specific and external
• Document or support the documentation of the proposed solution (scope of work, architecture, costs, etc.), in response to customer tenders
• Create customer centric solutions by using the existing portfolio, validating necessary deviations or incubating new technologies / services.
• Provide constructive feedback on observed market demand to product managers (to help drive the service roadmap) and operational teams (to facilitate onboarding of new customers)
• Lead or contribute to the organization of sales / presales upskilling initiatives on Orange Cyberdefense MSS
• Facilitate the delivery of proof-of-concepts services and solutions
• Track presales activity in workflow tool and report on it

Skills & Experience

The Global Presales Solution Architect will need to possess the following skills and experience:

• Extensive experience in the security industry
• Deep understanding of the Managed Security Services space and ability to clearly articulate the value of services, going beyond vendors’ data sheets
• Customer-facing experience with strong presentation/communication skills, both written and verbal, in English, Danish and Swedish. (Other languages are a plus)
• Experience in opportunities qualification, scope of work writing, costing/pricing and responding to tenders/RFQ/RFP/RFI
• Knowledge of key MDR vendors (Microsoft, Splunk, PAN, EDR players)
• Confidence, tenacity, creativity, and flexibility in thinking
• Security industry recognized certification is a plus (CISSP, CISA/CISM, OSCP/OSCE, CEH, CREST, etc.)

Job location

This is a hybrid position, that might be based in Copenhagen (Denmark) or Malmö (Sweden). Depending on your assigned location, there will be regular travel to Malmö or Copenhagen to support ongoing activities and collaborations.