Director, Enterprise Client Solutions

Starhub Ltd; Singapore; On-site; SGD 180,000 - 320,000; Full time

Job summary

StarHub Ltd in Singapore seeks a Director of Enterprise Client Solutions to architect deals, orchestrate multi-team execution, and lead strategic client engagements with senior stakeholders. You will translate business challenges into compelling value propositions and drive multi-year, commercially sound solutions.

The role requires guiding multidisciplinary pursuit teams and delivering on strategic account plans, with a focus on customer outcomes and value realization.

Qualifications

• 10+ years of experience in enterprise technology, telecommunications, consulting, managed services, or complex solution sales.
• Demonstrated experience leading strategic accounts and multi-service solution pursuits.
• Strong understanding of enterprise connectivity, cloud, cybersecurity, digital workplace, data/AI, and managed services.
• Proven commercial acumen, including business-case development, pricing, contract negotiation, and margin management.
• Experience working with C-suite and senior public-sector, regulated-industry, or large-enterprise stakeholders.
• Ability to influence cross-functional teams without direct reporting authority.

Responsibilities

• Build trusted relationships with senior client stakeholders across business, technology, procurement, and operations.
• Drive strategic account plans, whitespace opportunities, stakeholder maps, competitive position, and growth actions.
• Lead executive client engagements, value-discovery workshops, solution briefings, and business reviews.
• Act as the single orchestration point for strategic clients, ensuring coordinated engagement across internal teams.
• Identify, qualify, and shape complex opportunities across connectivity, cloud, cybersecurity, data and AI, digital workplace, managed services, and industry solutions.
• Translate client challenges into clear value propositions, business cases, solution roadmaps, and commercial propositions.
• Lead multidisciplinary pursuit teams comprising account managers, solution specialists, architects, bid, pricing, and delivery.
• Drive bid strategy, win themes, executive sponsorship, governance, risk reviews, and proposal quality for priority pursuits.
• Ensure solutions are commercially sound, technically deliverable, scalable, and aligned to the client’s operating model.
• Ensure robust handover from pursuit to delivery with agreed scope, assumptions, risks, and governance.
• Partner with delivery and service-management leaders to resolve escalations and protect client outcomes.
• Lead post-implementation value reviews to identify service improvements, upsell opportunities, renewals, and references.

Job description

The Director of Enterprise Client Solutions acts as the primary deal architect, story orchestrator, and strategic execution lead for the Chief of Enterprise. He / she leads a team of client-facing orchestrators to align multidisciplinary teams to pitch and convert large complex enterprise opportunities into technically feasible, commercially sound, multi-year deals. This role requires a highly effective communicator who can engage and influence C-suite, procurement, and Board-level stakeholders through clear, compelling executive narratives that articulate EBG’s distinctive value proposition.

Key Responsibilities

Strategic Technology Advisor

• Build trusted relationships with senior client stakeholders, including business, technology, procurement, and operational leaders.
• Works closely with Strategic Account GMs to drive strategic account plans, including client priorities, whitespace opportunities, stakeholder maps, competitive position, and growth actions.
• Lead executive client engagements, value-discovery workshops, solution briefings, and business reviews.
• Act as the single orchestration point for strategic clients, ensuring coordinated engagement across internal teams.

Solution and Pursuit Leadership

• Identify, qualify, and shape complex opportunities across connectivity, cloud, cybersecurity, data and AI, digital workplace, managed services, and industry solutions.
• Translate client challenges into clear value propositions, business cases, solution roadmaps, and commercial propositions.
• Lead multidisciplinary pursuit teams comprising account managers, solution specialists, architects, bid, pricing, commercial, delivery, and partners.
• Drive bid strategy, win themes, executive sponsorship, solution governance, risk reviews, and proposal quality for priority pursuits.
• Ensure solutions are commercially sound, technically deliverable, scalable, and aligned to the client’s target operating model.

Delivery, Service and Value Realisation

• Ensure a robust handover from pursuit to delivery, with agreed scope, assumptions, risks, commercials, success measures, and executive governance.
• Partner with delivery and service-management leaders to resolve escalations and protect client outcomes.
• Lead post-implementation value reviews to identify service improvements, upsell opportunities, renewals, and references.
• Champion client experience, ensuring commitments made during the sales process are delivered in practice.

Internal and Partner Orchestration

• Mobilise service lines to define offerings, product roadmaps, and specialist support required for client opportunities.
• Work with technology services tribes on solution architecture, technical assurance, implementation approach, and managed-service design.
• Build and activate strategic partnerships with technology providers, system integrators, and regional delivery teams.
• Develop reusable account insights, industry plays, solution blueprints, and client references.

Experience and Qualifications

• 10+ years of experience in enterprise technology, telecommunications, consulting, managed services, or complex solution sales.
• Demonstrated experience leading strategic accounts and multi-service solution pursuits.
• Strong understanding of enterprise connectivity, cloud, cybersecurity, digital workplace, data/AI, and managed services.
• Proven commercial acumen, including business-case development, pricing, contract negotiation, and margin management.
• Experience working with C-suite and senior public-sector, regulated-industry, or large-enterprise stakeholders.
• Ability to influence cross-functional teams without direct reporting authority.

Key Performance Indicators

• Win rate for priority pursuits and complex bids
• Renewal rate, expansion revenue, and customer lifetime value
• Client satisfaction, executive relationship strength, and referenceability
• Delivery handover quality, major-escalation resolution, and value-realisation outcomes
• Forecast accuracy and adherence to commercial and pursuit governance