Job Description
This role drives business growth by embedding structured discovery practices across Enterprise Business (EB), enabling teams to better understand customer needs and shape stronger, higher-value deals. The focus is to improve pipeline quality, deal progression, and win rates through effective customer engagement, while leveraging business enablement tools.
Responsibilities
Discovery Practices & Tools
- Develop and standardise discovery frameworks, playbooks, and toolkits for structured customer engagement.
- Leverage tools to enhance customer insights, improve engagement quality, and drive better deal outcomes.
- Embed structured discovery practices into day-to-day deal development workflows so frontliners can run effective discovery session independently.
Strategic Deal Engagement
- Lead selected high-value discovery workshops for key accounts.
- Use insights from business enablement tools to enrich customer understanding, identify opportunities, and strengthen value propositions.
- Translate customer challenges into clear problem statements, value drivers, and solution pathways.
Scaling & Business Impact
- Translate insights into repeatable approaches and best practices for scaling across EB.
- Track impact through measurable outcomes (pipeline growth and deal quality, win rate improvement, adoption of structured discovery practices).
- Establish clear linkage between customer engagement quality and revenue performance.
Requirements
- This role is under a 24-month Fixed Term contract.
- Bachelor’s or Master’s degree in Business, Technology, Engineering, or related field.
- Certifications in Design Thinking, Consulting, CX are an added advantage.
- Exposure to AI-powered sales tools or digital platforms is a plus.
- Strong experience in consulting, pre-sales, enterprise sales, or solutioning roles.
- Experience facilitating discovery workshops, design thinking sessions, or strategic client engagements.
- Experience in shaping deals, influencing pipeline, or improving win rates.
- Experience working with enterprise or public sector clients, preferably in technology, telco, or digital solutions.
- Strong commercial and deal understanding.
- Discovery facilitation & problem structuring.
- Experience engaging senior stakeholders.
- Ability to influence cross-functional teams.
- Exceptional communication, storytelling, and facilitation skills.