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Associate Solution Sales Director, Cloud

1 month ago

Singapore STARHUB LTD. Full time
Roles & Responsibilities

The primary focus is to play a leading role as the Technical Sales Driver in providing pre-sales technical expertise to the Account team and customers for Cloud opportunities. You build opportunities / pipeline through an outcome-based consultative approach and drive deal closure that pull through other StarHub solutions and products. At the same time, you should also educate the target market on StarHub transformation and its value offerings, roadmap and its differentiation of its market leading role.

The key function involves leading opportunity development efforts from lead qualification through closure. You take ownership of the solution design process to ensure the selection and use of best fitting technology, delivery and support processes. You own the preparation and presentation of technical and commercial proposals of how StarHub's solutions and products can meet customer's needs and be integrated with customer's systems and equipment.

Responsibilities

• Introduce StarHub's portfolio of solutions and services to achieve a high share-of-wallet in the account by positioning StarHub strengths and capabilities in front of customers

• Understand customer's businesses, and identify influencers and decision makers within a customer organisation. Focus on identifying customer's business challenges and developing strong value propositions to help customers meet their business objectives

• Addresses complex client business problems through Cloud, Hybrid Cloud and On-premise offerings

• Engage effectively with all levels across a customer's organisation to include all C-level executives, negotiate with customers and effectively close business deals

• Prepare, reviews, edits and optimizes the documents and give recommendations for improvement to technical authors or even rewrite major parts; Provide guidance and coaching to technical authors

• Prepares, presents and conveys the customers benefit of solutions in bid proposals and presentations

• Identifies and summarizes main obligations and risks of contracts

• Negotiation Support: Support in developing the contract and if necessary participation in contract negotiations, to bridge possible gaps between legal, technical and commercial solution

• Interact with internal departments and external partners to develop and implement strategies, plans and business models

• Ensure revenue targets are met

• Proper planning, monitoring and accurate forecasts on billing

• Ensure excellent Customer Satisfaction levels with every Customer engagement

Requirements

  • Diploma or Degree in IT, Computer Science or related field
  • Minimum 10 years' proven customer engagement (in presales, business development and account management) track record in the Telecommunications or IT industry
  • Deep knowledge of the cloud services market, public and hybrid cloud solutions, Application to Cloud Transformation Services
  • Understanding of technology, security, and automation in Cloud:
  • On-Premise Private Cloud (Microsoft-based, VMware-based)
  • Public Cloud (Amazon AWS, Microsoft Azure, Google GCP)
  • Hybrid Cloud
  • DevOps
  • Knowledge and/ or capability to use/ implement /migrate cloud related technologies
  • Familiarity with surrounding supporting enterprise information infrastructure (e.g. server, network, AD background)
  • Knowledge of networking concepts including: routing, VPNs, load balancers and firewalls is an advantage.
  • Ability to quickly learn, understand, and work with new emerging technologies, methodologies, and solutions in the Cloud / IT technology space
  • Willing to work in a dynamic "start-up" department within an established company
  • High degree of self-motivation, strong commitment and result oriented
  • Dedicated professional with excellent written and verbal communication skills
  • Independent and resourceful team player with a genuine enthusiasm for providing excellent support to internal and external custom
Tell employers what skills you have

Negotiation
Account Management
Microsoft Azure
Requirements Gathering
Customer Engagement
Customer Care
Networking
Persona
Telecommunications
Cloud Services
Customer Satisfaction
Business Development
Technical Sales
Motions