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Director, Presales & Solution Architecture

Date: 16-Feb-2021

Location: Singapore, Singapore

Company: Singtel Group

Reporting to the VP of Cloud, the person in this position will have direct responsibility for the advisory and solutions; inclusive of strategy, roadmaps, innovation, product development, sales enablement, trading performance, financial performance, continuous improvement, lifecycle management and customer experience. For a subset of the Cloud Product Portfolio.

 

As a cloud advisory leader, your responsibilities includes:

  •   Establishing close working relationships, trust, and become an advisor to CxO's in the customer organization for the identified strategic and light accounts (S30/E80) and top 10 cloud accounts across the group
  • Helping the customer to create the cloud/application strategy and roadmaps
  •  Evangelizing cloud operating model and act as an IT agility change agent
  • Helping customers to tackle integration strategy/hybrid scenarios
  • Provide on-call to key Accounts for capability presentation including FIC tours as a Cloud Subject Matter Expert
  • Lead Keynote and conference preparations including setting up demo’s delivering talk tracks, developing messaging and themes
  • Sales Playbooks that tie our services and products to the customer landscape of technology change and innovation
  • Develop Consulting lead offers 
  • Help drive sales in early stage products that have been through MVP process 
  • Technical enablement of Sales Specialists and Technical Pre-Sales
  •  Act as interface for Cloud into advanced capabilities such as Code Sparks, MEC, Centre of Digital Excelled 
  • Assess new technologies and partners and provide feedback and recommendations for development and partnership opportunities.

 

As a leader for the product solutioning specialist, your responsibility is to manage the team to drive the following solutioning outcomes: -

  • Assessing and Specifying market requirements for current and future products by conducting market research supported by visits to/ engagement with customers and non-customers.
  • Project managing the development of new products.
  • Driving a solution set across development teams (primarily Development/Engineering, Operations, and Marketing) through market requirements, product contract, and positioning.
  • Developing and implementing a go-to-market plan, working with all departments to execute.
  • Performing sourcing, tender, negotiations, and contracting process with external vendors for development of products.
  • Drafting SOWs, and contracts T&Cs (usually with Legal/Contract Managers/Tax/Finance/Risk/Procurement/Engineering/Suppliers).
  • Building business case, modelling, definition, proposals, and approval papers for new products.
  • Gathering competitive market offerings and pricing.
  • Identification of potential market space and size.
  • Providing support to Product Specialist and Sales during customer engagement as the product expert.
  • Resolving business operational issues (communicating with different supporting functions internally and with external partners) and keeping aligned within the direction of business goal.
  • Developing or update price catalogue, sales kit, configuration tools, marketing materials, customer facing materials, product/ technical documents (GTM materials).
  • Developing end-to-end process for order flow through and product operating/ support structure.
  • Managing and providing specification for configuration of business support system, e.g. billing and quotation tool systems, provisioning forms, etc (supported by IS/IT).
  • Managing and driving Customer Satisfaction and Demand Surveys (supported by external vendors).
  • Conducting or arranging product training/briefing for customers and non-customers.
  • Managing vendors and their performance, contracts, and renewals.
  • Establishing and managing vendor payment or settlement process.
  • Keeping updated on market technology developments for regular review of product risk and roadmap.
  • Involving with UAT of products before production/launch.
  • Performing projection and monitoring of product revenue, cost, and P&L.
  • Reviewing funnel with sales.

 

Requirements:

  • Minimum 15 years’ experience in cloud advisory,  business to business product and solution management    
  • Experience in other areas of marketing, sales or network engineering of products, ICT solutions & services
  • Understanding of DevOps practices, tools and Cloud technologies. AWS, Azure, Jenkins, Puppet
  • Experience in working in a large ICT organization    
  • Experience in vendor selection/assessment, negotiation and vendor management    
  • Good commercial acumen, financial and operational judgment
  • Excellent Financial analysis and Project Management skills
  • Ability to determine, priorities and articulate business requirements
  • Process development and re-engineering
  • Understanding of customer value principles and the ability to create customer and internal documentation to support    
  • Good market, competitive knowledge and insights
  • Experience in managing complex products/solutions and capability development projects    
  • Good communication skills and experience in dealing with all levels of an organisation & management    
  • Ability to manage and influence colleagues with engagement & negotiating skills    
  • Good organisational skills, and ability to manage a complex environment with minimal supervision