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Head of Presales Practice

Job Title: Head of Presales Practice
Contract Type: Permanent
Location: Singapore, Singapore
Industry:
REF: 933
Contact Name: Danica Pagsisihan
Contact Email: danica@searchelect.com
Job Published: about 2 years ago

Job Description

Key Words:  Leadership, Presales Enablement, Transformation, Program Management? 

Role:  Head of Presales Practice, Asia Pacific

Industry:  Telecommunications, Information Technology

Function:  Leadership, Presales Enablement, Transformation, Program Management

 

About Our Client,

Our client consistently leads industry surveys, recognized by global research firms as the market leader for global WAN services and taking the leadership position in the global network service provider magic quadrant.  They are a global organization delivering services to more thousands of global customers in more than 150 countries and territories.

They build and maintain converged IP networks, supported by the world's largest IP VPN and by global capabilities in managed and outsourced services. They provide packaged voice, data, video, security, datacentre services, cloud, application and mobility solutions to businesses of all sizes.

About the Head of Presales Practice, Asia Pacific,

  • 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 (GSS) 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
  • Support the respective country Head of GSS to 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

Key Responsibilities:

  • In a matrix structure, via the Country Global Solutions and Service (GSS) Managers, support development and enablement of the country-based Presales Solution Consultants and Solution Partners to provide accurate, deliverable, competitive, and profitable solutions.
  • In a matrix structure via the Regional Solution Director, 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 GSS 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 GSS managers to develop their local Presales team in key areas:
    • Drive the transformation, evolution and enablement of the local presales community in line with the regional strategy and Global programs / initiatives
    • 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
    • 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 GSS 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

 

  • Financial and Performance Metrics
  • Create, document and operationalize a regional presales practice in-line with global and regional GTM initiatives
  • Ensure all APAC country presales capability and competencies are in line with country agreed What to Sell Where strategies
  • Ensure sustainability and scalability of the Regional presales practice by orchestrating regular forums or steercos with country presales leaders
  • Support the achievement of APAC orders and revenues, and cost budgets as set by the region annually and half yearly to achieve presales productivity targets (order per head, revenue per head and opex/revenue ratios)
  • Support double digit growth by winning more large and transformational accounts and growth of large deal pipeline
  • Support specific order and revenue targets for strategic digital growth areas in our plans, for example, in High Speed Networks, Digital Consulting, UCaaS, Service Management, security, Cloud, CCS

 

  • People Management
    • The role reports to the VP of Global Solutions and Marketing, Asia Pacific
    • Indirect/virtual management of up to 60 staff across the APAC region

 

  • Skills
    • Ability to manage (direct and virtual) a diverse and geographically disperse team of individuals by developing a clear strategy, practice and regional function and transformation management program
    • Experience in leading a matrix organisation with a number of external and internal functions in order to develop and deliver solutions and services to address customer ICT and business needs
    • Possession of thought leadership in best practice and transformation of business support from the presales community
    • Demonstrated technology leadership in a fast developing ICT market, including IPVPN networks, security, CRM and Cloud Computing Services
    • Track record of ability to influence and communicate strongly on best practice to presales community
    • Program management capabilities
    • Technical knowledge of industry technologies
    • Good conflict management and negotiation skills

About You:

Please note: Interested Applicants must be able to work in Singapore.

Education and Experience

  • Masters or Degree in related engineering, computer science or ICT field
  • At least 15 years’ experience in the APAC Communications and/or ICT industry, addressing the technical and business issues of global MNC’s
  • At least 12 years of people management experience
  • At least 7 years’ experience either as a presales manager or team/practice leader
  • Record of leadership in winning large complex multi-million ICT deals
  • A track record of working and managing, influencing across transversal teams

Benefits and Perks:

  • A comprehensive and attractive salary package, depending on experience.
  • Medical, dental and life insurance.