Customer Solution Strategist

1 week ago

Singapore Idemia Full time

At Idemia, our mission is to make the world a safer place through cutting-edge identity technologies. As a leader in biometrics and cryptography, we empower our clients to create simpler, safer ways to pay, connect, access, identify, travel, and protect public spaces.

We are a global company with teams operating across five continents, communicating in over 100 languages. Our diversity is a key driver of innovation and performance.

Job Overview

The Customer Solution Strategist works closely with our sales team to qualify opportunities and respond to requests for proposals. This role involves providing expert advice and support to our sales force during the business development phase, collaborating with the sales manager to build a winning ecosystem.

In the response phase, the successful candidate will design and produce attractive, profitable offers that meet our customers' expectations and align with our strategy. This includes managing transversal response teams to deliver competitive, quality offers within tight deadlines.

Main Responsibilities

Support the sales team through customer visits or presentation creation.

Meet clients and collaborate with commercial teams on qualification phases.

Engage in consultative activities, such as workshops, to discover customer needs and co-create solutions.

Collect and analyze customer requirements before tender publication and anticipate any adjustments to product roadmaps.

Preliminary budget and planning estimates for potential RFPs.

Manage proof of concept, product demonstrations, and customer testing for our products.

Prepare responses to expressions of interest, requests for information, and other tender-related references.

Bid Phase/Offer Preparation

Key responsibilities include:

Managing bids and response teams.

Interacting with multiple teams: sales, tender assistants, business developers, program managers, product managers, legal department, purchasing department, and financial architects.

Interface management with partners and subcontractors.

Participating in the design of optimal solutions meeting customer needs at fixed target costs.

Challenging technical architects on their architectural choices and optimizing costs.

Managing requirement coverage and risks identified in pre-sales.

Designing and producing attractive, winning, and profitable offers aligned with customer expectations and company strategy.

Maintaining consistency between customer needs, solutions, quotes, and offers.

Writing proposal material and coordinating input from various stakeholders.

Developing sales prices with impact modeling on turnover, cost margin, and break-even point.

Creating summary documents highlighting proposals and presenting them to technical evaluation committees.

Piloting customer tests (benchmarks).

Requirements

Minimum 8 years of experience in presales, solution management, and/or bid management roles.

Familiarity with the evolving market landscape and ability to understand customer needs.

Experience in technical or system integration scoping and architectural design.

Prolific experience in presales and bid management, responsible for creating and managing bid processes.

Understanding of cash flow, gross margin management, profit & loss, including capitalization, net present value, depreciation, and tax.

Ability to define development plans for technical projects or programs.

Capacity to manage teams in multicultural and remote environments.

Conflict resolution skills and ability to moderate debates between opposing views.

Excellent communication skills (oral and written) with the ability to communicate effectively, convince, and drive initiatives at senior levels.

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