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 sessions independently.

Strategic Deal Engagement

• Lead selected high-value discovery workshops for key accounts.
• Use insights from busi...