Role Summary
You will be the single-threaded owner who orchestrates software principals (original vendors) to deliver customer outcomes. Instead of building models yourself, you’ll translate customer needs into clear deliverables, mobilize the right vendor experts, enforce SLAs (Service Level Agreements), and ensure smooth PoCs (Proofs of Concept), onboarding, and adoption across Southeast Asia.
Key Responsibilities
- Qualify opportunities with Sales and define PoC (Proof of Concept) scope & success criteria; align data needs, NDA (Non-Disclosure Agreement), security, and timelines.
- Coordinate vendor AEs/SEs (Application Engineers / Sales–/Solutions Engineers) to run demos/benchmarks; manage run-of-show, risks, and stakeholder updates.
- Build executive-level value cases with vendor inputs; support pricing/licensing structuring and commercial proposals.
- Own SOW (Statement of Work) drafting (with vendor PS teams), project plan, RAID logs (Risks, Assumptions, Issues, Dependencies), acceptance gates, and change control.
- Run weekly triage with customers and vendors; track issues to closure and escalate per playbook.
- Drive adoption and measurable outcomes; run QBRs/EBRs (Quarterly Business Reviews / Executive Business Reviews); secure renewals and expansions.
- Be the day-to-day interface to principals: roadmap alignment, escalation paths, capacity planning.
- Set up enablement programs (training calendar, certifications, demo kits) for channel partners.
- Maintain a knowledge base: playbooks, RACI (Responsible, Accountable, Consulted, Informed), templates, and competitive positioning with vendor collateral.
- Enforce SLAs (Service Level Agreements), data governance, IP (Intellectual Property) & confidentiality controls.
- Maintain CRM (Customer Relationship Management) hygiene, pipeline stage definitions, and delivery KPIs (Key Performance Indicators) dashboard.
Qualifications
- 5+ years in enterprise/industrial software program management, customer success, or solutions management; CAE (Computer-Aided Engineering) familiarity is a plus. Proven vendor management and multi-party orchestration across pre-sales delivery
- success.
- Strong SOW (Statement of Work)/contract basics, risk & escalation management; excellent stakeholder communication.
- Comfortable with tools: Jira/Confluence (or equivalents), CRM (Customer Relationship Management), basic analytics; PMP (Project Management Professional)/PRINCE2 (PRojects IN Controlled Environments, v2) is a plus.
- Fluent English; additional Asian language is a plus for regional coordination.
- Degree in Engineering/Science/Business or related.