Presales Manager

Darwinbox; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

Darwinbox is Asia's fastest-growing HR technology platform, driving the future of work with a leading HCM suite and a focus on employee experience and customer success. We partner with 900+ global enterprises to manage 2.5 million+ employees across 116+ countries.

As a member of our global solutioning team, you will conduct discovery calls and solutioning to align digital HR vision with business strategy, enabling end-to-end transformation for customers.

Qualifications

• 8-15 yrs of experience in HCM Consulting / Presales / Implementation.
• Value-based selling in an HCM Consulting environment.
• Strong problem solving, critical thinking and solutioning skills.
• Proven ability to work and effectively communicate with C-level executives and line of business representatives.
• Proven ability to disover client pain points and proposing solutions.
• Proven expertise in charting out HCM implementation plans.
• Working knowledge on Microsoft Projects (MPP) is a plus.
• Project management and prior consulting experience is added advantage
• Very Strong communication and interpersonal skills.

Responsibilities

• Participate in discovery workshops with users to formulate and document business requirements, including business processes, procedures, and work practices.
• Discover and understand complex enterprise requirements of the customer and architect the solution leveraging Darwinbox capabilities.
• Lead the development of winning and differentiating value propositions and themes/messaging to customers, in collaboration with the sales team.
• Develop and champion Darwinbox value-based solutions to client problems, communicate them with the customer, implementation partners and internal stakeholders.
• Lead RFP on functional and implementation and support and collaborate with bid management team and value teams to develop value proposition, solution overviews, detailed implementation plans, value added services, support capabilities that map customer’s business initiatives to the Darwinbox HCM solution.
• Prepare for and conduct winning demonstrations of the Darwinbox HCM solution to create impact in customer evaluation processes, while demonstrating the value proposition and customer expectations.
• Lead complex multi-module, long enterprise POCs by ensuring configurations, collateral creation, handouts, execute POC workshops and ensure 100% POC coverage, reconciliation of testing, reporting execute summary and securing functional wins against the competition in collaboration with sales, product, implementation, marketing, value management and engineering teams.
• Develop and Build business value cases in collaboration with prospects and internal value management teams.
• Build expertise in specific industries and presenting the value of Darwinbox HCM solution to customers in those industries.
• Build trusted-advisor relationship with key customer stakeholders who are influencers and decision-makers in an evaluation process.
• Research and build point of voews on the advantages of Darwinbox HCM and capability over legacy ERP and other SaaS systems.
• Continuously upgrade your skillsets and knowledge through the learning opportunities provided by Darwinbox.

Skills

HCM Consulting

Presales

Implementation

Problem solving

Critical thinking

Solutioning

Client communication

Stakeholder management

Sales support

Education

MBA/PGDM in HR

Tools

Microsoft Projects (MPP)

Job description

Darwinbox is Asia's fastest-growing HR technology platform, designing the future of work by building the world's best HR tech, driven by a fierce focus on employee experience and customer success, and continuous, iterative innovation. We are the preferred choice of 900+ global enterprises to manage their 2.5 million+ employees across 116+ countries.

Darwinbox's new-age HCM suite competes with local as well as global players in the enterprise technology space (such as SAP, Oracle, and Workday). The firm has acquired notable customers ranging from large conglomerates to unicorn start-ups: Nivea, Starbucks, DLF, Crisil, CRED, Vedanta, Mahindra, Glenmark, Gokongwei Group, Mitra Adiperkasa, EFS Facilities Management, VNG Corporation, and many more.

Our vision of building a world-class product company from Asia is backed by marquee global investors like Microsoft, Salesforce, Sequoia Capital, and Lightspeed Venture Partners.

About the team:

As a member of our diverse and skilled global solutioning team you will have the opportunity to don multiple hats and be challenged daily. This team is focused on enabling end-to-end HR digital transformation for our customers and is dedicated to working with customers to align their digital vision with their business strategy and supporting the plan to get there.

On a typical day, you will be working as part of an agile team responsible for conducting discovery calls and product solutioning to help prospective clients transform and streamline their business to their fullest potential, using market data and strategic judgment to stay in front of our competitors.

The HCM Solution Manager are responsible for partnering with the sales teams to solution architect and deliver the Darwinbox value proposition to business users including the offices of the CHRO, CIO, and CFO.

They play a critical role in the success of every sales pursuit we make. By leveraging deep HR functional expertise, problem solving, critical thinking and comprehensive product knowledge the Solutions Manager/Architect provides expert solutions through presentations, workshops, proof of concepts, point of views and product demonstrations to the customer throughout the sales cycle.

What’s Expected of You:

• Participate in discovery workshops with users to formulate and document business requirements, including business processes, procedures, and work practices.
• Discover and understand complex enterprise requirements of the customer and architect the solution leveraging Darwinbox capabilities, demonstrate to prospect/customer to improve the value proposition and secure functional wins which are critical in sales cycles.
• Lead the development of winning and differentiating value propositions and themes/messaging to customers, in collaboration with the sales team.
• Develop and champion Darwinbox value-based solutions to client problems, communicate them with the customer, implementation partners and internal stakeholders. This may involve various formats/viewpoints, such as process flows, context diagrams, functional/technical descriptions and recordings and functional demonstrations.
• Lead RFP (Request for Proposal) on functional and implementation and support and collaborate with bid management team and value teams to develop value proposition, solution overviews, detailed implementation plans, value added services, support capabilities that map customer’s business initiatives to the Darwinbox HCM solution.
• Prepare for and conduct winning demonstrations of the Darwinbox HCM solution to create impact in customer evaluation processes, while demonstrating the value proposition and customer expectations.
• Lead complex multi-module, long enterprise POCs by ensuring configurations, collateral creation, handouts, execute POC workshops and ensure 100% POC coverage, reconciliation of testing, reporting execute summary and securing functional wins against the competition in collaboration with sales, product, implementation, marketing, value management and engineering teams.
• Develop and Build business value cases in collaboration with prospects and internal value management teams.
• Build expertise in specific industries and presenting the value of Darwinbox HCM solution to customers in those industries.
• Build trusted-advisor relationship with key customer stakeholders who are influencers and decision-makers in an evaluation process.
• Research and build point of voews on the advantages of Darwinbox HCM and capability over legacy ERP and other SaaS systems.
• Continuously upgrade your skillsets and knowledge through the learning opportunities provided by Darwinbox.

Who Should Apply?

• 8-15 yrs of experience in HCM Consulting / Presales / Implementation
• MBA/PGDM in HR or relevant work experience
• Value-based selling in an HCM Consulting environment
• Strong problem solving, critical thinking and solutioning skills
• Proven ability to work and effectively communicate with C-level executives and line of business representatives.
• Proven ability to disover client pain points and proposing solutions.
• Proven expertise in charting out HCM implementation plans.
• Working knowledge on Microsoft Projects (MPP) is a plus.
• Project management and prior consulting experience is added advantage
• Very Strong communication and interpersonal skills.