About the job
In this role, the incumbent is required to lead client’s response to market opportunities across all industries and technologies. The solutioning & pre-sales team works with sales leaders to qualify the market opportunities based on winnability, creates win themes, develops client’s proposed solution and supports sales teams in the selling the same to customers.
This team is supported by various Industry COEs and Technology practices. The leader reports into Asia Pacific Solutioning & Pre-Sales Leader. The incumbent provides leadership to a team (7-10 people) spread across Singapore who are focused on specific Industries and/or solution sets.
This team’s mandate is to focus on applications business; however, it is expected to provide overall leadership on Integrated bids. The leader of this team is integral part of the ASEAN business leadership and is measured on business metrics like signings, revenue, and margins. The leader is expected to bring high level of
thought leadership on multiple industries & solution sets.
Responsibilities:
- Develop deep understanding of client’s Application Business and broader capabilities across all solution sets and industries.
- Work with broader teams to evolve go to market strategy for ASEAN business and participate in planning processes for setting up high growth business targets.
- Proactively evangelize client’s capabilities with customers and industry forums.
- Provide leadership (without a reporting relationship) to various practices & COEs within client’s ecosystem and collaborate with the same to devise strategic account sales plans and strategies.
- Represent client in various marketing events & interactions with industry analysts.
- Develop strong sustained consultative client relationships based on personal expertise & trust.
- Overall responsibility for a winnable client response the customer. Individually own a few large deals and provide oversight to opportunities owned by team members.
- Devise competitive strategy in consultation with Sales & various practice / COEs for significant opportunities.
- Create a “Win Theme” in collaboration with stakeholders from Sales, Delivery, various practices & COEs
- Lead Win/Loss analysis for significant opportunities. Evangelize in replicating winning practices and avoidance of mistakes made in sales cycles.
- Continuously work on case studies around wins and publish best practice, thought leadership papers on specific subjects.
Education, Experience & Skills
- Bachelor's or Masters in IT or Computer Science
- Possess 15-20 years of Business Consulting, Business Application Implementation & Support in Tier 1-2 companies
- At least 10+ years’ experience solutioning / presales teams for large deals with at least 5+ years in a leadership role.
- Past delivery experience of large implementations in a leadership role is a significant plus.
- Good understanding of market opportunity & clients’ business in multiple industries in ASEAN.
- Pre-existing relationships at management level in large clients is a significant plus.
- Overall understanding of the client & competitive ecosystem with significant depth in
- key industries and solution sets. Significant experience in Financial Services Industry and /or Singapore and /or Enterprise segment is necessary.
- Deep understanding & professional hand-on experience of architectural frameworks,
- methodologies, and tools and /or Commercial-Off-The-Shelf (COTS) products/enterprise applications
- High degree of business & commercial acumen to participate in contracting & commercial negotiation of a bid.
- Excellent communication skills ability to articulate business/technical proposition to clients.
- Strong ability to team up with large number of stakeholders across various part of client and provide leadership to achieve common objectives & business outcomes.
