ASEAN Enterprise Pre-Sales Manager
Location:Singapore
About the Role:
As the ASEAN Enterprise Pre-Sales Manager, you will spearhead the client's response to market opportunities across diverse industries and technologies. Collaborating closely with sales leaders, you will qualify market opportunities, develop win themes, architect proposed solutions, and support sales teams in effectively conveying these solutions to customers. Reporting to the APME (Asia Pacific Middle East) Solutioning & Pre-Sales Leader, you will lead a team of 7-10 professionals based in Singapore and India, each focusing on specific industries or solution sets. This leadership role is pivotal within the ASEAN business landscape, measuring success through metrics such as signings, revenue, and margins, while also demanding a high level of thought leadership across multiple industries and solution sets.
Key Responsibilities:
- Cultivate a deep understanding of the client's Application Business and broader capabilities across various solution sets and industries.
- Collaborate with cross-functional teams to refine the go-to-market strategy for ASEAN business and contribute to high-growth business target planning.
- Proactively promote the client's capabilities to customers and industry forums, serving as an evangelist for the brand.
- Provide leadership to various practices & Centers of Excellence (COEs) within the client's ecosystem, fostering collaboration to devise strategic account sales plans and strategies.
- Represent the client in marketing events and engagements with industry analysts.
- Forge and nurture consultative client relationships grounded in personal expertise and trust.
- Oversee the development of winnable client responses, owning several large deals individually and providing oversight to opportunities led by team members.
- Strategize competitively with Sales and various practice/COEs for significant opportunities, crafting compelling win themes.
- Lead Win/Loss analysis for major opportunities, advocating for the replication of winning practices and the avoidance of past mistakes.
- Drive the creation of case studies around successes and publish best practice and thought leadership papers on specific subjects.
Education, Experience & Skills:
- Bachelor's or Master's degree in IT or Computer Science.
- 15-20 years of experience in Business Consulting, Business Application Implementation & Support in Tier 1-2 companies.
- At least 10 years of experience leading solutioning /presales teams for large deals, with a minimum of 5 years in a leadership role.
- Previous leadership experience in large implementations is highly advantageous.
- Strong understanding of market opportunities and clients' businesses across multiple industries in ASEAN.
- Established relationships at the management level in large client organizations is preferred.
- Comprehensive knowledge of the client and competitive ecosystem, with depth in key industries and solution sets, especially in Financial Services Industry and/or Singapore and/or Enterprise segment.
- Proficient in architectural frameworks, methodologies, and tools, as well as Commercial-Off-The-Shelf (COTS) products/enterprise applications.
- Exceptional communication skills with the ability to articulate business/technical propositions to clients effectively.
- Proven ability to collaborate with numerous stakeholders across different parts of the client organization, providing leadership to achieve common objectives and business outcomes.
- Resilience in dealing with ambiguity and a strong personal drive to succeed in the market despite challenges.
