Role Overview:
We are seeking a dynamic and experienced Pre-Sales Solution Architect to join our team and play a pivotal role in driving our growth strategy, particularly in the SEA region. The successful candidate will leverage their extensive experience in e-procurement and pre-sales to engage with C-level prospects, build strong client relationships, and drive the adoption of our digital procurement offerings.
Duties & Responsibilities:
- Engage with C-level prospects to position BCT’s Digital Procurement value proposition and steer the deal to closure.
- Manage existing accounts by maintaining, developing, and expanding client relationships on an ongoing basis.
- Understand the competitor landscape in the practice area and key differentiators for BCT.
- Identify and explore new markets, partnerships, and services for BCT.
- Support the sales team with conducting engaging demos to clients.
- Build compelling proposals highlighting BCT’s value.
- Work closely with OEM vendors on solutioning and oversee project execution, ensuring referenceable clients for both OEMs and BCT.
- Lead and support marketing events and other customer outreach programs in collaboration with OEMs and internal teams.
- Adopt a consultative business value selling approach.
- Provide strategic guidance and thought leadership to clients on procurement best practices, emerging technologies, and industry trends.
- Conduct workshops, training sessions, and knowledge sharing activities to empower client teams and drive adoption of digital procurement solutions.
- Develop comprehensive solution architectures, technical designs, and implementation plans to guide the execution of digital procurement initiatives.
- Foster relationships with the broader BCT organization and collaborate on account planning and execution of multi-practice opportunities.
Requirements:
- Minimum 10+ years of overall experience in the software industry.
- Minimum 5+ years of experience in e-procurement domain while solutioning & selling e-procurement products to various customers globally.
- Mandatory work experience with one of the Digital Procurement Solutions such as Coupa, Zycus, Ariba, GEP, etc.
- Experience working with one of the Big4 or leading consultancy firms is highly preferred.
- Track record of over-achieving pre-sales quota and strong experience in the SEA region.
- Willingness to travel on a regular basis.
- Experience in consultative selling to stakeholders using ROI and TCO models.
- Assertive, passionate, consultative, driven to take the practice to the next level.
- Excellent relationship-building skills and ability to work within a team selling environment.
- Ability to work under pressure and deal with complexities and ambiguities in the sales cycle.
- Outcome-focused and not role or designation-focused.
- Master’s degree would be advantageous.
