Solution Development Manager - APAC

Ocado Technology is building the next-generation grocery ecommerce suite that’s changing the way the world shops.

Our teams are putting the world’s retailers online using the cloud, robotics, AI, ML and leading edge hardware solutions.

We provide services to partner clients globally via our innovative advanced robotics and software technology, known as the Ocado Smart Platform ("OSP"), this drives our highly automated, multi-million pound Customer Fulfilment Centres (CFCs). In our CFCs - together with the proprietary software applications - we operate a world-class online grocery business that automates the single pick of products, ready for your online delivery.

This position sits within Ocado Solutions. At Ocado Solutions, we are responsible for our corporate international partnerships, offering the proprietary Ocado Smart Platform (OSP) as a service to retailers around the world. Since 2017, we have signed agreements to provide our unique e-commerce solutions to a number of the world's leading grocers, including Groupe Casino (France), Sobeys (Canada), ICA (Sweden), Kroger (USA), Coles (Australia), AEON (Japan), Auchan Poland (Poland), all joining our UK partner Morrisons and the Ocado/M&S joint venture. We continue to invest significantly in our technology and people in order to deliver to current clients and to forge new exciting partnerships!

The Solutions Development Manager works cross functionally with prospective clients, existing partners and stakeholders across Ocado Group, and is responsible for representing OSP through the end to end pre-sales process, selling the value, benefits and USPs of the solution.

From clarifying retailer requirements, costing potential solutions, through to supporting the negotiation of key legal terms, you will be the key point of contact for all product related considerations across the platform, gaining an understanding of the client, their business and their business requirements to support the successful sales of future OSP deals.

• Leading client engagement activities including outreach, presentations, site tours, and visiting prospects around the world to assist in delivering the end-to-end pre-sales process
• Delivery of the full pre-sales methodology, taking partners & prospects from the first point of contact to signing a contract
• Writing, updating and negotiating key legal contractual documents for specific deals
• Lead discussions with partners & prospects to help them understand the benefits of the OSP Solution; acting as the subject matter expert in the room
• Work collaboratively with Technology & Marketing on the development and pricing of new concepts, including associated contractual documents and generic client engagement materials
• Build and share knowledge on our competitors and our position within the market, helping ensure we have a compelling proposition to offer prospective partners
• Creating clear and compelling content for senior internal stakeholders to obtain sign-off for projects and key business decisions
• Actively gather and clarify prospect requirements; representing any capability gaps between their needs and the current OSP Solution to internal Technology stakeholders to drive prioritisation
• Thorough understanding of client-specific business or operational metrics and their impact on choosing the right OSP solution
• Use, develop & improve models/tools for costing, CFC sizing considerations and content to support the sales process
• Leading on continuous improvement projects to further improve departmental processes and ensuring the actioning of lessons learnt

• • Loves to be client facing, enjoys challenging conversations and resolving conflicting agendas
  • Genuine interest in the products we are selling and the retailers we are selling them to, our role is to understand their challenges and identify how our products can help
  • Excellent interpersonal skills - ability to build strong relationships both internally and externally and be viewed as a trusted advisor to our prospects and internal customers
  • Strong presentation skills - ability to describe a complex solution and its benefits at the level appropriate to the audience
  • Adept at facilitating meetings to achieve specific outcomes, including Discovery, Assessment, Milestones and Stage Gates
  • Able to quickly understand and explain technical complex subjects and technologies to both technical and non-technical audiences
  • Able to converse with retailers at all levels, from C-suite down
  • Excellent problem solving and strong analytical skills
  • Ability to travel globally for short periods, often at short notice, according to client requirements
  • Knowledge and experience of Retail (preferably Grocery) an advantage
  • Experience working for technology companies - managing clients needs and strategic objectives an advantage

#LI-YH1

#LI-HYBRID

#LI-OS