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About the Role
This role leads channel development and commercialization for the EMOB business unit, reporting to the EVP, CyberSecurity Strategy for Emerging Markets, Channel and Orange Business. The position focuses on growing and strengthening Orange Business, partner, and channel routes to market by leveraging expertise in cybersecurity services, product marketing, channel marketing, and commercial judgment. It involves developing tailored propositions, go-to-market frameworks, and partner commercial models, as well as owning commercial and financial reporting for the business unit.
Responsibilities
- Define and execute the channel development strategy across Emerging Markets, OB and specialist partner routes.
- Align partners with portfolio strengths and regional market priorities.
- Build partner segmentation, coverage plans and growth targets for each route to market.
- Own the partner lifecycle from onboarding through enablement to performance management.
- Build and maintain a deep understanding of the full security portfolio.
- Analyze the strengths, gaps, differentiators and commercial levers within each service line.
- Translate portfolio understanding into propositions that partners can position, sell and deliver.
- Create targeted value propositions for OB, channel and specialist partners.
- Define the messaging, outcomes and commercial positioning for each proposition.
- Ensure all propositions support both direct and indirect sales motions.
- Create or oversee all channel facing content including GTM packs, service descriptions, campaign frameworks and partner training materials.
- Build scalable partner onboarding and enablement programmes.
- Work with regional teams to localise propositions and campaigns.
- Build partner commercial frameworks including pricing, margin models, discount structures and consumption models.
- Support the structuring of partner agreements and commercial terms.
- Test proposition viability, partner profitability and investment cases.
- Own commercial and financial reporting for the business unit including revenue, margin, pipeline, forecasting and partner performance.
- Lead and build out the KPI framework used in business reviews and executive reporting.
- Build financial models for new services, partner offerings and commercial structures.
- Act as the financial sounding board for the EMOB leadership.
- Help gather, structure and prioritise requirements from OB and channel teams.
- Translate these into actionable service development needs for the MSS Engine.
- Ensure portfolio changes and new services align with partner expectations and commercial viability.
- Maintain close working links with the MSS Engine, Sales, Finance, PS, SMEI, regional teams and the partner ecosystem.
- Work with PS leadership to integrate professional services components into partner propositions.
- Act as the central coordination point for partner and portfolio enablement across EMOB.
Requirements
- Seasoned channel leader with deep experience in cybersecurity services, MSSP operations or technology service portfolios.
- Proven track record as a product marketing and channel marketing professional for service led propositions.
- Strong understanding of channel ecosystems, indirect sales models and partner economics.
- Strong financial capability including modelling, pricing, profitability, forecasting and business unit reporting.
- Excellent ability to translate technical security services into clear commercial narratives for varied international audiences.
- Demonstrated ability to operate across complex multi stakeholder global organisations.
- Comfortable leading cross functional groups without formal authority.
- Manage a direct team of 3+.
Skills
- Cybersecurity services
- Product marketing
- Channel marketing
- Commercial judgement
- Go-to-market strategies
- Partner management
- Financial modeling
- Pricing
- Forecasting
- Business unit reporting
- Cross-functional leadership
Location
- Emerging Markets
- US
- APAC
- MEA
- SA
- China
- Europe
Work Type
- Full-time
Experience Level
- Seasoned
- Senior
About the Company
- Orange Business (OB) is a global technology integrator and IT service provider.