This role drives business growth by embedding structured discovery practices across Enterprise Business (EB), enabling teams to better understand customer needs and shape stronger, higher-value deals. The focus is to improve pipeline quality, deal progression, and win rates through effective customer engagement, while leveraging business enablement tools.

Responsibilities

Discovery Practices & Tools

• Develop and standardise discovery frameworks, playbooks, and toolkits for structured customer engagement.
• Leverage tools to enhance customer insights, improve engagement quality, and drive better deal outcomes.
• Embed structured discovery practices into day-to-day deal development workflows so frontliners can run effective discovery session independently.

Strategic Deal Engagement

• Lead selected high-value discovery workshops for key accounts.
• Use insights from business enablement tools to enrich customer understanding, identify opportunities, and strengthen value propositions.
• Translate customer challenges into clear problem statements, value drivers, and solution pathways.

Scaling & Business Impact

• Translate insights into repeatable approaches and best practices for scaling across EB.
• Track impact through measurable outcomes (pipeline growth and deal quality, win rate improvement, adoption of structured discovery practices).
• Establish clear linkage between customer engagement quality and revenue performance.

Requirements

• This role is under a 24-month 3rd party outsourced contract
• Bachelor’s or Master’s degree in Business, Technology, Engineering, or related field.
• Certifications in Design Thinking, Consulting, CX are an added advantage.
• Exposure to AI-powered sales tools or digital platforms is a plus.
• Strong experience in consulting, pre-sales, enterprise sales, or solutioning roles.
• Experience facilitating discovery workshops, design thinking sessions, or strategic client engagements.
• Experience in shaping deals, influencing pipeline, or improving win rates.
• Experience working with enterprise or public sector clients, preferably in technology, telco, or digital solutions.
• Strong commercial and deal understanding.
• Discovery facilitation & problem structuring.
• Experience engaging senior stakeholders.
• Ability to influence cross-functional teams.
• Exceptional communication, storytelling, and facilitation skills.