Pre-sales Engineer, Grabdefence

1 week ago

Jakarta, Indonesia Grab Full time

**Job Description**:
**Life at Grab**

At Grab, every Grabber is guided by The Grab Way, which spells out our mission, how we believe we can achieve it, and our operating principles - the 4Hs: Heart, Hunger, Honour and Humility. These principles guide and help us make decisions as we work to create economic empowerment for the people of Southeast Asia.

**Get to know the Team**

GrabDefence is a new team in the Integrity Group, building Grab’s first B2B enterprise technology business. Through GrabDefence, we are opening up our fraud detection and prevention technology to our partners to help them battle fraud and fortify trust in the digital ecosystem.

GrabDefence is Grab’s own Fraud detection and prevention technology platform for companies that want to protect themselves from fraudsters and fraudulent transactions. Drawing from Grab’s own experience operating in various verticals across the region and battling various fraud attempts, GrabDefence seeks to help companies build Trust in their platforms.

This is your opportunity to be part of an exciting new team venturing into a new domain and be involved from strategy to execution. We are looking for driven, like-minded individuals who thrive in an environment of rapid experimentation to join us

**Get to know the Role**

GrabDefence (GD) is looking for an experienced Solution lead to be part of a dynamic growing team, who thrives on challenges and is looking for an opportunity to take their sales experience to the next level. We’re looking for an entrepreneurial individual who will play a central role in our go-to-market and client engagement as well as building out our client pipeline.

**The Day-to-Day Activities**

As the Solution lead, you’ll be responsible for;
- Develop solutions and organizing, planning, creating & delivering compelling proof of concept demonstrations - translating the solutions into meaningful experiments supported by business cases
- Craft solution offerings to solve customers' challenges and go-to-market plays that include business and commercial cases, first call decks, marketing material and other repeatable assets
- Prepare and deliver the business value propositions for customers, including proposal writing, presentation, and conducting Proof-of-Concept to showcase GD’ technical feasibility
- Describe to customers alternatives in terms of cost, benefit, and risk when several options are available, i.e., you should be able to help customers make build/buy decisions.
- You are to operate as a knowledge broker and trusted advisor on Enterprise anti-fraud systems offerings and provide guidance, direction, and assistance on complex sales engagements.
- Ensuring solutions stated in the Statement of Work are best practice and in line with customer requirements
- Working closely with Sales to ensure successful closure of the sales process including responding to RFI’s & RFP’s
- Liaising with the broader team, including PMs, Engineering, Analytics and Strategy team to provide feedback from clients about product requirements
- Keeping abreast of market trends and product & competitor landscapes
- Comfortable negotiating technical aspects with the C-suite
- Solid sales acumen, go-getter and must exhibit a high degree of sales ethics

You will report to the Head of GrabDefence

**The Must-Haves**
- The right person will be technical and analytical and possess significant experience in business development enterprise sales, or program/product management experience.
- Experience working within the technology industry is highly desired, and fraud experience is a plus
- Experience working with business leaders to define and solve real industry or customer challenges, especially in Southeast Asia
- Strong verbal, presentation and written communications skills are a must, as well as leadership skills
- [6]+ years’ experience in customer-facing digital innovation, consulting, program/product management, IT solutions development experience or equivalent consultative-selling role
- Education - BA or above required, preferably in Computer Science, Engineering, or a related field

**Our Commitment**

We recognize that with these individual attributes come different workplace challenges, and we will work with Grabbers to address them in our journey towards creating inclusion at Grab for all Grabbers.

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