Job Description
Role Summary
This is a go-to-market (GTM) focused role responsible for pipeline creation, opportunity shaping, and enabling customers and partners to realize business value from AI solutions. You will lead discovery workshops, deliver demos, build ROI-driven business cases, and coordinate proof-of-concepts (POCs) with Sales and Delivery.
Key Responsibilities
Go-to-Market
Own and refine ITApps’ AI solution narrative: target personas, use cases, value propositions, differentiation, and outcomes.
Run customer discovery and solution workshops: problem framing, use-case mapping, success criteria, data/integration requirements, and next steps.
Deliver story-driven demos tailored to customer scenarios; maintain demo environments, scripts, and reusable assets.
Partner with Sales to create and influence pipeline: account planning, qualification, solution shaping, proposals, and executive presentations.
Develop value engineering and ROI models: containment/deflection, AHT reduction, cost-to-serve improvement, CSAT impact, and operational efficiency.
Enable internal teams: pitch decks, objection handling, competitive positioning, and sales readiness sessions.
Drive partner co-sell motions with the vendors and ecosystem partners (e.g., CCaaS/CRM/UC): joint workshops, events, webinars, and account planning.
Solution Validation and Handover
Scope and orchestrate POCs with clear objectives, timelines, success metrics, and stakeholder alignment.
Provide high-level solution direction across channels, integrations (CRM/CCaaS), security basics (SSO, roles/permissions), and deployment considerations.
Package repeatable offerings: use-case kits, workshop templates, demo assets, and estimation/approach guidance for consistent execution.
Ensure smooth handover from presales to delivery, reducing rework and improving win-to-go-live time.
Success Measures (KPIs)
Pipeline influenced/sourced per quarter, and pipeline-to-win conversion on engaged opportunities.
Qualified workshops delivered and conversion rate to proposal/POC.
Demo-to-next-step conversion and executive stakeholder engagement outcomes.
POC success rate against pre-agreed criteria and time-to-POC execution.
Enablement delivered and measurable sales readiness improvement.
Reusable assets created and adopted (demo scripts, pitch decks, one-pagers, playbooks).
Requirements
Qualifications and Experience
5+ years in customer-facing GTM roles such as Solutions Engineer, Presales Consultant, Presales Solution Architect, Technical Evangelist/Advocate, or similar.
Strong workshop facilitation, executive communication, and story-driven demos.
Experience with enterprise SaaS solutioning, CX automation, contact center environments, or conversational AI programs.
Working knowledge of integrations and APIs (REST/webhooks; basic JSON), cloud fundamentals, and security basics (SSO, roles/permissions, data handling).
Strong stakeholder management across Sales, Delivery, Partners, and customer teams.
Fluent professional English: additional Asia languages are an advantage.
Nice to Have
Hands-on experience with conversational AI platforms.
Familiarity with contact center and CX ecosystems.
Experience selling into regulated industries (e.g., BFSI) with strong security/compliance awareness.
Proven track record building repeatable GTM plays and partner co-sell motions.
How to Apply
Please share your CV and a brief note covering:
a customer workshop you led,
a demo you built or delivered, and
outcomes you influenced (pipeline, wins, or adoption).