Head of Solution Architects and Presales Description About the Head of Solution Architect and Presales,
Overall accountability for development of the complete operational and technical solution to be contracted for by large multi-
BU projects or outsourcing clients
As a key member of the regional pre-sales client facing bid response team : o establishes agreed upon customer business requirements;
o understands and evaluates customer compelling events; o determines which criteria forms the underlying foundation upon which the solution will be based.
Builds confidence with the customer and supports the Business Partner in selling the solution.
Lead the production of a corresponding strategy, design and cost structure incorporating existing customer services.
Ensure from the solution launch meeting through contract signature that all support and approvals required from the company’s business units and service delivery organizations is secured.
Engage and lead all service block managers, as well as other internal and third-party resources assigned through development of the solution during pre-
sales and contracting phase of an outsourcing or large project opportunity.
Consolidate all inputs into a coherent, consistent, and compliant format, in order to : o develop an optimal and innovative value add solution;
o create associated cost models; and ensure delivery of proposal documentation. o During the due diligence phase direct the technical due diligence teams;
o and participate in contract negotiations once down-selected.
Provide knowledge transfer to the assigned CBU manager and his (her) team after signature of the contract.
Leadership, transformation and overall management of the Presales Practice in Asia Pacific.
In a matrix structure working in collaboration with the respective country Head of Global Solutions and Services and country presales team leaders, manage the Asia Pacific Presales Practice and lead the enablement and evolution of the presales community (Presales Solution Consultants and Regional Solution Architects) throughout Asia Pacific
Development of the overall regional strategy and execution for a high performing and effective APAC Presales Practice that successfully engages with the Sales community and partners to win customer opportunities
Evangelise the regional presales practice and ensure awareness and scope of presales behaviours and deliverables within the International Sales Process
Drive the local country presales consultant teams’ operational plans to deliver established targets for orders and revenues
Drive the transformation, evolution and enablement of the presales community across Asia Pacific in line with Global program and initiatives
Coach and enable the APAC presales community to evangelize new technology and solutions to support the realization of customers’ digital transformation initiatives and requirements -
be the CTO that can actively demonstrate, present and influence at the CxO Executive table the value proposition
Re-design and maintain a program to ensure a highly skilled presales community with strong professional credentials
In a matrix structure, via the Country Global Solutions and Service Managers, support development and enablement of the country-
based Presales Solution Consultants and Solution Partners to provide accurate, deliverable, competitive, and profitable solutions.
Support the development and enablement of the Regional Solution Architects to provide accurate, deliverable, competitive, and profitable solutions in support of transformational, complex and large opportunities.
Support the Country global solutions and services Managers to implement and drive opportunity qualification and ensure that optimal presales resourcing including consideration of leveraging presales and solution architect resources across the region and globally where required.
Continuously monitor, troubleshoot, improve and ensure alignment with regional GTM and business direction, the quality of business practices, optimum organizational performance and a highly motivated presales and solution architect community.
Actively collaborates with peers (including the regional domain leads) to leverage service and solution expertise to win sales pursuits.
Assists in planning sales strategy (including in opportunity qualification and risk assessment) and collaborates with peers and partners to improve win rates.
Understands business, financial and legal concepts to develop meaningful business recommendations.
Participate in ensuring that continuous skills improvement and best practices are engrained in culture and applied, business-
case objectives are achieved, and that local country presales teams are adhering to the guidance and governance provided.
Supports the Country global solutions and services managers to develop their local Presales team in key areas : o Drive the transformation, evolution and enablement of the local presales community in line with the regional strategy and Global programs / initiatives o Drive the uptake of new skills and competencies in advance technologies by collaborating with regional domain leads to communicate, train and enable the presales and solution architect community in solution roadmaps and GTM plans to ensure successful alignment to each markets What to Sell Where o Coach and enable the local APAC presales community to evangelize new and existing technology and solutions to support the realization of customers’ digital transformation initiatives and requirements -
be the CTO that can actively demonstrate, present and influence at the CxO Executive table the value proposition where necessary lead by example such CxO engagements in creating value propositions, development and presentation of transformation roadmaps that can be delivered to a CxO.
Support the respective country Head of global solutions and services to drive the local country presales consultant teams’ operational plans to deliver established targets for orders and revenues
Ensure strong alignment of presales community towards International Sales Processes to improve governance adherence and result integrity About You, Please note : Interested Applicants must be able to work in Singapore.
Masters or Degree in related engineering, computer science or ICT field
Graduate / advanced degree in business or science (desirable)
Accreditation / Certification in area of expertise
Extensive experience in the APAC Communications and / or ICT industry, addressing the technical and business issues of global MNC’s
Proven delivery of complex pragmatic solutions design within industry
Track record of consultative selling / wider solution design; business acumen to assess opportunity
Proven track record of in depth technical experience within infrastructure / network solutions and services
Industry-wide knowledge / market leadership in Infrastructure / Network Services
Extensive years of people management experience
Experience either as a presales manager or practice leader
Record of leadership in winning large complex multi-million ICT deals
A track record of working and managing, influencing across transversal teams Country Singapore Company Info Communication Company Salary US$80,000 -
US$150,000 Working Hours Full-Time Contract Permanent Categories Operational / Credit / Market Risk Mgt, Real Estate / Mortgage, IT Consulting, Civil / Construction / Architecture / QS, Business Analysis / Intelligence / Data Scientist, CTO / Product Management, Front End Development, Networks, Project Management / IT Manager, Compliance / AML, Legal Advisor / Counsel, Private Practice, Account Management / Pre-
Sales, Sales Director / Management Industries null, null