Job Opportunities: Business Discovery Specialist (Customer Buying Journey)

Job Description

This role drives business growth by embedding structured discovery practices across Enterprise Business (EB), enabling teams to better understand customer needs and shape stronger, higher-value deals. The focus is to improve pipeline quality, deal progression, and win rates through effective customer engagement, while leveraging business enablement tools.

Responsibilities

Discovery Practices & Tools

• Develop and standardise discovery frameworks, playbooks, and toolkits for structured customer engagement.


• Leverage tools to enhance customer insights, improve engagement quality, and drive better deal outcomes.


• Embed structured discovery practices into day-to-day deal development workflows so frontliners can run effective discovery session independently.

Strategic Deal Engagement

• Lead selected high-value discovery workshops for key accounts.


• Use insights from business enablement tools to enrich customer understanding, identify opportunities, and strengthen value propositions.


• Translate customer challenges into clear problem statements, value drivers, and solution pathways.

Scaling & Business Impact

• Translate insights into repeatable approaches and best practices for scaling across EB.


• Track impact through measurable outcomes (pipeline growth and deal quality, win rate improvement, adoption of structured discovery practices).


• Establish clear linkage between customer engagement quality and revenue performance.

Requirements

• This role is under a 24-month 3rd party outsourced contract.


• Bachelor’s or Master’s degree in Business, Technology, Engineering, or related field.


• Certifications in Design Thinking, Consulting, CX are an added advantage.


• Exposure to AI-powered sales tools or digital platforms is a plus.


• Strong experience in consulting, pre-sales, enterprise sales, or solutioning roles.


• Experience facilitating discovery workshops, design thinking sessions, or strategic client engagements.


• Experience in shaping deals, influencing pipeline, or improving win rates.


• Experience working with enterprise or public sector clients, preferably in technology, telco, or digital solutions.


• Strong commercial and deal understanding.


• Discovery facilitation & problem structuring.


• Experience engaging senior stakeholders.


• Ability to influence cross-functional teams.


• Exceptional communication, storytelling, and facilitation skills.