Pre-Sales Deputy Director

The job holder will be responsible for providing strategy, structure, leadership, direction and inspiration to e-finance Enterprise Pre-Sales team. H/She will Build and transform the team through the attraction and retention of talented professionals while finding the right balance between technical excellence, business acumen and soft skills that align to the e-finance strategy and drive a solution selling motion via 3 routes: “Business & Customer Development, Operational Excellence & People Development

Responsibilities

Job specific responsibilities:

a) Business & Customer Development:

• Partner with the Commercial, PMO & Finance to plan and implement a Pre-Sales model that effectively supports e-finance goals of the business.
• Expected to have a strong personal engagement with strategic customers through demonstrating executive presence and maximizing customer satisfaction – ensuring that all efforts are made to continue to be a trusted technical advisor.
• Collaborate and be a team player with your peers and divisional management (including Sales, Product Management, Marketing, Channel, Support, Services, CTO etc.) to support e-finance initiatives and share best practices.
• Create and/or lead Pre-Sales business development initiatives that help accelerate and support the go to market of the key initiatives.
• Support e-finance CCO along with field Sales teams on must win and/or strategic opportunities.
• Act as a Trusted Technical Advisor for Sales & Customers whilst focusing on business development opportunities. Be able to present the value proposition and be able to articulate customer success stories, scenario and competitive advantages of the go to market solution areas. Speak at key internal and external events.
• Act as the point of technical escalation for Commercial team & Customers.

b) Operational Excellence

• Leveraging the Global Pre-Sales and Sales tools, resources and metrics available to manage Pre-Sales productivity and effectiveness. Give feedback on potential improvements.
• Come with new ideas and initiatives, implement them and measure outcomes to improve Pre-Sales effectiveness and business outcomes. Show over time what initiatives you have personally driven to improve global Pre-Sales productivity and effectiveness.
• Track Pre-Sales activity, analyses productivity and resources and drive initiatives that maximize effectiveness and efficiencies. Proactively investigate, collect and share feedback from customers / partners / internal stakeholders, to fine tune Pre-Sales engagement.
• Track core capabilities, potential and readiness of the team vs business need, and proactively take action where needed.

c) People Development

• Inspire and motivate the team, instilling a culture of openness, trust, teamwork and collaboration.
• Recognize good performance and success.
• Ensure that Pre-Sales resources are effectively organized, trained and are aligned to maximize incremental revenue growth and customer satisfaction.
• Responsible for building a pipeline of candidates and the hiring of top talent that are best fit for the needs of the business and go to market strategy.
• Demonstrate successful coaching and development of individuals and managers to meet career development aspirations and scale the business, such that every key engagement or escalation is not dependent on you or a small subset of individuals.
• Develop a team of business analysts that can gather end customer requirements and transform them into viable technical solutions. The business analyst team will understand customer journey, payment solutions, financial solutions and related specifics.