Lead customer engagements from demand generation with Door Opening Point of View and demand maturation assessing strategic objectives, identifying key improvement opportunities, conducting benchmarking and business cases, and present executive-level justification for change.
Identify potential big sales opportunities within relevant customers.
Conduct interviews to organization senior management teams to understand strategy.
Develop quantitative business cases: based on “Vision to Value” methodology.
Perform financial modelling such as Cash Flow Modelling.
Perform competitive benchmarking of customer to identify opportunity areas using the Value Lifecycle Management (VLM) platform.
Perform ROI & TCO analysis.
Strategic Programs & Innovation
Support strategic projects and innovation initiatives.
Independently drive research projects & provide thought leadership.
Develop industry-relevant field content for this market segment and enable field sales teams on a new go-to-market paradigm of becoming self-sufficient.
Take ownership of the VLM tool.
Requirements
Proven consultative engagement approach: ability to identify the need for an engagement, then shape, sell and run the engagement.
Strong quantitative, analytical skills and problem-solving skills.
Very good business analysis skills and strategic thinking.
Leadership and customer facing capabilities.
Adept at Income Statement & Balance Sheet and ratios.
Display effective problem-solving skills.
Must have excellent written and oral communication skills.
Ability to be flexible; follow tight deadlines; organize and prioritize work.
Ability to synthesize/distil information from a variety of sources.
Team player with strong listening and collaboration skills.
Experience in diverse technology landscape and process/technology integration issues, SAP technologies preferred.
Positive, motivated, self-starter with a can-do attitude.
Management consulting background is an added advantage.
Passionate about value creation, industry and strategy understanding.
A pro-active, flexible and can-do attitude.
An aptitude for industry-based (financial, public sector of consumer goods is a plus), consultative and value selling.