Digital Business Partner

1 week ago


Singapore Thales Full time

Location: Singapore, Singapore

In fast changing markets, customers worldwide rely on Thales. Thales is a business where brilliant people from all over the world come together to share ideas and inspire each other. In aerospace, transportation, defence, security and space, our architects design innovative solutions that make our tomorrow's possible.

Thales established its presence in Singapore in 1973 to support the expansion of aerospace-related activities in the Asia-Pacific region. Throughout the last four decades, the company grew from strength to strength and is today involved in the primary businesses of Aerospace (including Air Traffic Management), Defence & Security, Ground Transportation and Digital Identity & Security. Thales today employs over 2,100 people in Singapore across all its business areas.

**Job scope**

Perform market analysis to understand requirements and to support definition and deployment of DF SG go-to-market strategy (KPI = Leads in funnel)

Build network with BLs and customers, develop intimacy with stakeholders to understand specific needs, identify new opportunities and define DF SG value proposition (KPI = opportunities in funnel)

Ensure continuous customer engagement to influence and validate opportunities. (KPI = P3 of opportunities)

Support proposal preparation and active follow up until contract signature / PO issuance. (KPI = Offers submitted, OI, win rate)

Support key project milestones and activities involving customers and/or users, e.g. framing and transfer processes.

Manage customer relationships (supporting KAMs where available) and guide project teams to improve user satisfaction (KPI = NPS)

Coach project teams on business dimensions related to cloud-based solutions, digital products and startup engagement (KPI = Trustnest onboarding rate)

**MISSIONS & RESPONSIBILITIES**

BUSINESS AS USUAL
- Increase opportunity pipeline and win rate on new markets/ products/customers
- Better qualified opportunities (profitable)
- Prepare the ground for better capture: acts as the prospect / customer's trusted advisor & shaper
- Better understanding of prospect / customer needs
- Shape solutions according to our product policy

NEW BUSINESS
- Explore, Test & Orient Market
- Identify potential leads
- Successfully implement a new offer: win first contracts
- Build a partnership model with the customer
- Promote innovation capabilities
- Define winning play area: which customers, areas, go to market
- Ensure alignment between leads & BL strategy & KAM
- Identify potential showstoppers in the early phase
- Identify scenarios for winning the opportunity, in particular partners
- Support the capture team as a capture team member

DECISIONS OWNED / KEY DELIVERABLES
- Team/resources needed
- Dedicated budget (campaign/demo/R&D) « entrepreneur »

DELIVERABLES PRODUCED
- Business plan /case
- MOU/ Partnership agreement/LOI/contract
- Value proposition
- BD plan
- First sales enablement kit
- Customer Support & Services (innovation)

KEY INTERACTIONS
- PLM/product owner
- Marketing /Technical teams
- Segment Marketing
- SAM/KAM
- Sales

SKILLS & EXPERIENCE REQUIRED

Business as usual:

- Technical operational knowledge
- Knows and understands BL(s) product policy
- Builds trust in the long-run (internal & external)
- Listening, communication & negotiating skills
- Team spirit, performs through cooperation

New Business:

- The same +
- Thinking out of the box, creativity
- Builds trust & partnership
- Business Modelling

KPIs
- OI in new markets/products/customers,
- Increased pipe of profitable opportunities
- Market penetration
- First contract signed / established partnerships / Quick wins
- Customer Support & Services (innovation)

**Requirements**:

- Bachelor’s degree or equivalent in Business, Marketing or any other relevant field of study.
- 5+ years of Marketing related experience understanding customer needs and market requirements.
- 5+ years of experience developing value proposition and creating customer engagement.
- Has good awareness / experience on Growth Hacking
- Good track record of winning contracts for projects related to digital transformation, cloud solutions, cybersecurity, ideally in the sectors of defence, security and aerospace.
- Possess exceptional communication skills.
- Ability to articulate the goals for the business and must be clear and concise in her/his communication to the team and to external stakeholders.
- Creative contributor that brings new ideas and concepts to the business for consideration.



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