Job Description
About the Team
GrabDefence is a new team in the Integrity Group, building Grab’s first B2B enterprise technology business. Through GrabDefence, we are opening up our fraud detection and prevention technology to our partners to help them battle fraud and fortify trust in the digital ecosystem.
GrabDefence is Grab’s own Fraud detection and prevention technology platform (also known as Risk Management Platform) for companies that want to protect themselves from fraudsters and fraudulent transactions. Drawing from Grab’s own experience operating in various verticals across the region and battling various fraud attempts, GrabDefence seeks to help companies build Trust in their platforms. GrabDefence is introducing new product lines such as AML, Chargeback protection, and eKYC solutions to its product portfolio, and all of these cutting-edge solutions based on AI will be launched this year, providing the applicant with a tremendous learning and growth opportunity.
This is your opportunity to be part of an exciting new team venturing into a new domain and be involved from strategy to execution. We are looking for driven, like-minded individuals who thrive in an environment of rapid experimentation to join us!
Get to know the Role:
GrabDefence (GD) is looking for an experienced Solution lead to be part of a dynamic growing team, which thrives on challenges and is looking for an opportunity to take their sales experience to the next level. We’re looking for an entrepreneurial individual who will play a central role in our go-to-market and customer engagement as well as building out our customer pipeline.
As the Solution Architect, you’ll be responsible for;
- Develop solutions and organizing, planning, creating & delivering compelling proof of concept demonstrations - translating the solutions into meaningful experiments supported by business cases
- Craft solution offerings to solve customers challenges and go-to-market plays that include business and commercial cases, first call decks, marketing material and other repeatable assets
- Prepare and deliver the business value propositions for customers, including proposal writing, presentation, conducting Proof-of-Concept to showcase GD’ technical feasibility
- Describe to customers alternatives in terms of cost, benefit, and risk when several options are available, i.e., you should be able to help customers make build/buy decisions. You are to operate as a knowledge broker and trusted advisor on Enterprise anti-fraud systems offerings and provide guidance, direction, and assistance on complex sales engagements.
- Ensuring solutions stated in the Statement of Work are best practice and in line with customer requirements
- Working closely with Sales to ensure successful closure of the sales process including responding to RFI’s & RFP’s
- Liaising with the broader team, including PMs, Engineering, Analytics and Strategy team to provide feedback from clients about product requirements
- Keeping abreast of market trends and product & competitor landscapes
- Comfortable negotiating technical aspects with the C-suite
- Solid sales acumen, go getter and must exhibit high degree of sales ethics and integrity.
To perform this role well, the candidate needs to have strong technology-oriented problem solving and communication skills, as well as the capability to learn and understand the fraud domain and client challenges.
You will report to the Head of GrabDefence, Enterprise Sales and Strategy
The must haves:
- The candidate must understand the Data Platform and how the underlying platform is built to serve real-time use cases. Specific experiences in financial risk management, anti-fraud would be an advantage,
- Experience working within the technology industry is highly desired, fraud and risk experience a plus. If you’ve gotten your hands dirty with lots of data, it's great.
- Experience working with business leaders to define and solve real industry or customer challenges especially in Southeast Asia whilst understanding cultural nuances.
- Strong verbal, presentation and written communications skills are a must.
- [7]+ years’ experience in customer-facing pre sales or solution architect role, consulting, program/product management, IT solutions development experience or equivalent consultative-
