In this role, the incumbent is required to lead HCL's response to market opportunities in Financial Services Sector (Banking & Insurance) for ASEAN. The solutioning & pre-sales team works with sales leaders and client partners to qualify the market opportunities based on winnability, creates win themes, develops HCL's proposed solution and supports sales teams in the selling the same to customers. This role is supported by various Industry COEs and Technology practices. The Enterprise Sector lead reports into ASEAN Solutioning & Pre-Sales Lead. This role demands is to focus on applications business; however, it is expected to provide overall leadership on public sector bids working along with multiple stakeholders across sales, Finance, Delivery, Technology and Domain COE's on creating a winnable proposition.
Responsibilities:
- Develop deep understanding of HCL's Application Business and broader capabilities across all solution sets and industries.
- Demonstrate ability to adapt to evolving technologies and industry trends to ensure solution developed is of latest advancements.
- Ability to understand and resolve complex technical, strategic issues for customers.
- Ability to independently and collaborate with multiple teams
- Proactively evangelize HCL's capabilities with Enterprise sector customers and industry forums.
- Collaborate with various practices & COEs within HCL's ecosystem to devise strategic account sales plans and strategies.
- Represent HCL in various public sector related events & interactions with industry analysts.
- Develop strong sustained consultative client relationships based on personal expertise & trust.
- Develop strong sustained working relationship with select partners.
- Overall responsibility for a winnable HCL response the customer. Individually own a few large deals and provide oversight to opportunities owned by team members.
- Devise competitive strategy in consultation with Sales & various practice / COEs for significant opportunities.
- Create a Win Theme in collaboration with stakeholders from Sales, Delivery, various practices & COEs
- Lead Win/Loss analysis for significant opportunities. Evangelize in replicating winning practices and avoidance of mistakes made in sales cycles.
- Continuously work on case studies around wins and publish best practice, thought leadership papers on specific subjects.
Essential Requirements
- Bachelor or Master Degree Business Consulting, Business Application Implementation
- At least 10 - 15 years experience solutioning / presales teams for large deals within Singapore BFSI sector
- Past delivery experience of large implementations in a leadership role is a significant plus.
- Good understanding of market opportunity & clients business in multiple industries in ASEAN.
- Pre-existing relationships at management level in large clients is a significant plus.
- Strong analytical skills and demonstrate creative problem-solving approach
- Deep understanding & professional hand-on experience of architectural frameworks, methodologies, and tools and /or Commercial-Off-The-Shelf (COTS) products/enterprise applications
- High degree of business & commercial acumen to participate in contracting & commercial negotiation of a bid.
- Strong agile framework knowledge and holds good certification
- Excellent communication skills ability to articulate business/technical proposition to clients.
- Strong ability to team up with large number of stakeholders across various part of HCL and provide leadership to achieve common objectives & business outcomes.
- Strong ability to deal with ambiguity and personal drive to win in the market in face of adversity.
