Director - Industry Practice Lead/ Solution Architect

Moody's

  • دبي
  • دائم
  • دوام كامل
  • قبل 1 شهر
At Moody's, we unite the brightest minds to turn today's risks into tomorrow's opportunities. We do this by striving to create an inclusive environment where everyone feels welcome to be who they are-with the freedom to exchange ideas, think innovatively, and listen to each other and customers in meaningful ways.If you are excited about this opportunity but do not meet every single requirement, please apply! You still may be a great fit for this role or other open roles. We are seeking candidates who model our values: invest in every relationship, lead with curiosity, champion diverse perspectives, turn inputs into actions, and uphold trust through integrity.The Department / TeamThe Global Industry Practice Group is comprised of practitioners, former regulators, and subject matter experts specializing in risk lifecycle and strategies, insurance risk solutions, AML / financial crime compliance and third-party due diligence, ESG, portfolio optimization strategies, stress testing, transfer pricing, credit analytics, commercial real estate and data solutions.The Role / Summary:The Director - Industry Practice Lead/ Solution Architect (IPL/ Sol Arch) establishes credibility and confidence in Moody's Analytics' products and solutions with prospective clients and facilitate solution architecture to address customers' use cases based on existing, future and acquired solutions. This position is responsible for collaborating in the creation of new product offerings, value proposition, architecture, and facilitate market feedback to product development. The Director - Industry Practice Lead/ Solution Architect (IPL/ Sol Arch) will interface with internal stakeholders such as product, research, advisory, and customer success teams to align Moody's solutions to industry challenges. In doing so, it's key that this position work collaboratively with Relationship Managers, Sales Representatives and Product Management to strategically design and position Moody's solutions for emerging industry issues to existing and prospective customers across diverse market segments. As a result, the Sol Arch will play a critical role in helping define and Solution complex use cases for Moody's in TPRM/ Supply Chain use cases.A successful Sol Arch will have the ability to communicate complex concepts effectively, to interact confidently with C-Level executives and industry experts and demonstrate strong people and persuasion skills. Sol Arch build and maintain strong relationships with clients by identifying gaps and recommending solutions leveraging market and technical knowledge.Responsibilities:
  • Driving Sales & Customer Engagement:
  • Design, build and execute solution strategy (with sales and product management teams to win opportunities
  • Develop clear, concise proposals and deliver targeted client demos that address client needs
  • Act as trusted advisor to customers
  • Proactively work with prospective clients through the sales process, providing thought leadership on best practices and technical assistance and guidance as required
  • Respond to functional and technical queries of RFIs and RFPs
  • Qualify and lead the Proof of Concept (POC) process in the sales cycle
  • Industry engagement & thought leadership
  • Support engagement with industry associations, regulatory agencies and other key stakeholders
  • Speak at industry events
  • Write white papers and maintain social media engagement
  • Market feedback for Product Development
  • Translate emerging market themes and regulatory requirements into product requirements to future proof our solutions;
  • Identify valuable white space;
  • Keep abreast of the competitive landscape across portfolio solutions;
  • Build business case for product development and improvement.
  • Internal Coaching & Education
  • Drive the preparation and circulation of market insight to create awareness of Moody's expertise internally
  • Assist sales teams across the organisation on learning how to identify “mega deal” sales opportunities with the use of advanced use cases;
  • Conduct training sessions on the propositions, Moody's solution set and emerging trends across a large and diverse teams of Relationship Managers and Sales Representatives;
  • Serve as an informal coach and expert to product consultants, sales professionals and customer success teams;
  • Create high quality training and client materials (e.g., PowerPoint decks, playbooks)
  • Leadership & Internal Collaboration
  • Work with Relationship Managers, Sales Representatives and Product Management to strategically design and position Moody's solutions for emerging industry issues to existing and prospective customers across diverse market segments.
  • Play a critical role in helping define and articulate the growth strategy for Moody's Analytics in the respective segment.
  • Position requires travel up to 50% post pandemic
Qualifications:
  • 10+ years of experience with solution such as ERP, GRC, ERM, STP & etc.
  • Bachelor's Degree in Business, Engineering, Mathematics, IT or similar field. MSc/MA, MBA are a plus
  • Hands-on experience using or implementing Moody's Analytics (or direct competitor) products for suppler risk management, data management, customer onboarding or customer acquisition
  • Ability to interact with senior executives both internally and externally
  • Excellent written and verbal communication skills including the ability to listen to requirements and business problems in order to respond with the appropriate business answer
  • Strong analytical and critical thinking skills
  • Demonstrated ability to influence and gain buy-in
  • Success in managing complex workflows with defined scope and responsibility, may supervise and lead sales workflow processes internally
  • Public speaking experience, publications, and/or internal lead on training within an organization are a plus
  • Experience with complex sales cycles is a plus
  • Ability to lead complex sales cycles to successful conclusion through use of consultative selling techniques. Should not require management oversight/coaching for deal completion.
#LI-ER1Moody's is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation, gender expression, gender identity or any other characteristic protected by law.Candidates for Moody's Corporation may be asked to disclose securities holdings pursuant to Moody's Policy for Securities Trading and the requirements of the position. Employment is contingent upon compliance with the Policy, including remediation of positions in those holdings as necessary.

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