About Us
Aboitiz Data Innovation (ADI) is the latest business in the Aboitiz Group, a Fillipino Conglomerate and 4th largest in the country. ADI is the data science and machine learning division that fulfils an internal to internal and external client facing AI consulting and problem solving entity.
We are unique in that unlike many other AI consulting houses, thanks to our parent entities we trade in use cases that have been in production, we have capabilities that span the financial services/ power/ manufacturing and construction industries and continue to work with willing internal partners to solve transformational challenges to deliver real world value in cost savings, risk reductions and new capabilities that will accelerate the “Great Transformation” as its being coined in the media.
The CCO role is broad and complex and would suit an experienced commercial lead that can apply commercial rigour and cadence to the core aspects of the sales process as well as manage marketing and communications activity and direction and the supporting pre sales and solution architect experts. All of these functions need to be united in lead generation activities for the express purpose of helping the company achieve its revenue targets and profitability goals.
(1) Technical knowledge:
Data science and data management are at the core of everything we do, consequently a working knowledge of master data management, cloud-based platforms and the principles as well as application of AI are key. You should be adept at being able to take technical outcomes and approaches and position these in C level conversations and engagements to simple business benefits and value.
Also as a major industry focus is Financial Services, you need to be able to show a demonstrable FSI vertical knowledge and active and usable network to elevate existing engagements to the C suite.
(2) Sales management and operations:
This role sets the sales cadence, approach, priorities, targets, bonus schemes and drives the campaign approach of which supporting departments and profiles are to do what to achieve the common goals of the campaign.
Many of the sales profiles are younger in their career goals so a strong coaching mentality and ability/ willingness to step in and personally lead the more complex and high value 7 figure deals is critical.
You should be comfortable managing remote and matrix teams of up to 15 with multi discipline skillsets and departments and managed to a common or singular goal.
Campaign management, sales training and coaching, value based and solution based selling expertises as well as forecasting, market mapping and pipeline call management are all routine.
(3) Thought leadership and market presence:
ADI is still making its presence felt in its key target markets of Singapore, Malaysia and Asean as a consequence the CCO is expected to maintain an active market persona speaking frequently at roundtables, panel discussions and various AI and FSI market events to get the message out and convert these engagements to follow on sales opportunities with delegates, attendees and speakers.
Candidates should be able to demonstrate a recognisable market presence and persona and be adept at utilising that to the company’s revenue and new client acquisition goals.
(4) Management:
As a key member of the Exco you will be expected to provide go to market strategy plans and approaches as well as report accurately on quarterly targets, pipeline health and forecast as well as deal closures from across the business. You will be able to manage a team of sales profiles, pre-sales and solution architects, domain expert consultants as well as operations and marketing professionals seamlessly.
People management and development, sales operations and forecasting, marketing campaign management and content development.
Responsibilities
- Develop a qualified pipeline of 3x revenue goal of 6.5 MUSD
- Manage a partnership overview to track and manage our partner engagements as well as ensure that we can rank our partners by tangible metrics (revenue, co-promotion, joint GTM etc)
- Deliver on revenue targets by quarter and provide accurate reports on progress to target on behalf of the business
- Design, tweak and implement a client discovery process (needs finding, impact, and value of end solution) across our key or high growth potential accounts.
- Thought leadership responsibilities: use your persona and reputation to be invited to opine and speak at a number of events across the target markets on subjects varying from domain specific FI topics to predictive AI models, Generative AI and its application and design a narrative as to an agentic deployment approach and the “how to”
- Comfortable discussing technology and its practical application to commercial problems at every level within the business- TB to C suite
- Develop and expand on an existing active network of C suite stakeholders within Data Management, Data Analytics, Digital Transformation, and AML /compliance heads to drive more meaningful and sponsored conversations at the technical buyer level.
Qualifications
- 10+ years people management of multi-disciplinary teams and cross culture/ cross apac region
- 10+ years of senior sales leadership experience
- This is a quota carrying role of 3MUSD++
- 7 figure deal closure and 12M+ sales cycle experience
- A demonstrable market persona and speaking profile
- Cradle to grave understanding of the sales cycle and operational cadence from target setting to campaign build and management to forecasting, deal remediation, contract negotiation, legal dispute mediation and closure to follow up.
- Experience in selling into technical buyers, C suite, and heads of department level stakeholders
- Financial Services industry experience a must. Candidates with knowledge and/or expertise in AML/Financial Crime/ Risk or transformative solutions sales preferred
- An active and usable contact network within ASEAN of Heads of data/Heads of Transformation, Heads of Analytics, Heads of Technology and Heads of Financial Crime, CISOs
- An aptitude for problem-solving and someone that can thrive in an unstructured scale-up environment
- Self-starter
- Fuency in English a must, other Asian languages desirable but not essential
Profile and desired behaviours:
This role reports directly to the OIC and board members and is a stand out “must be excellent” position as this role drives the health of the business.
- High levels of ownership: identify the challenges, define solutions and make recommendations for team to implement/ adapt and deploy moving forward
- Strategic mindset: you must be able to rapidly connect the dots in client meetings/ product development meetings and to the board.
- Problem solver and pragmatic mindset a must
- This is a talent dense organisation and an absolute meritocracy: you should be able to demonstrate quick wins and make suggestions for improvement from the get go.
- Intelligence and independent thought is also critical: much of what we do is client dependent and you will need to be highly adaptable as we are in a hyper dynamic phase of expansion. Priorities and goals will change, you must be able to manage and thrive in this environment.
What we offer:
- Competitive salary for the Fintech start-up space
- EP sponsorship for the right profile
- Excellent levels of medical coverage
- The opportunity to be part of truly exciting and groundbreaking technical projects in Generative AI, Financial Crime, Climate and Scoring
- The opportunity to drive the ADI growth trajectory
- An environment that is intense but rewarding
