Mission
· Identify value creation opportunities with customers, design solution delivering differentiating value, support customer business case and become customer trusted advisor (SE Software)
· Lead the technical part of commercial roadmap and action plan (such as architectures/systems/features qualification, prescription, specifications drafting) for specific segments and/or technologies to profitably grow the Digital power automation
· Convert customers’ needs identified at early stage of the sales process into the most cost effective and less risky technical architecture & solutions leveraging proven & existing architectures and bricks; use her/his deep Software, Digital power automation`s technology, cybersecurity and architecture knowledge.
· Bring Innovation and differentiation to our customers to address their business needs and provide technical feedback.
What will you do?
· Support sales to promote SE Software & EcoStruxure Power Value Propositions to influence customers/consultants with Digital power automation Solutions by bringing up differentiating and innovative technical proposals, addressing business requirements, customer process constraints and technical challenges.
· Lead all offer and reference architectures qualifications activities toward key accounts, Consultants, Specifiers, Regulators, direct customers with the support of Segment Sales Division marketing and technical teams. Take part of new Architectures & Solutions launch.
· Establish close relationship with Customers` technical team to prescribe fit for purpose Digital power automation solutions and influence requests for quotation
· Convert customer needs in technical proposals & architectures reusing proven and high value creation solutions based on Digital power automation offer contents
· Perform technical influencing and specifying activities at early stages of business development & opportunity identification
· Organize customer events, external technical events, fairs, technical demos and customer visits (in Schneider Electric`s facilities and/or other customers` ones)
· Support Global Account Managers and Global Solutions Architects in opportunities analysis and qualifications vs. Digital power automation offer (S0 gate review). Identify potential new business opportunities. Provide and master all necessary technical specifications. Can take part of SOC (Solution Opportunity Committee).
· Review Request for Quotations (RfQ) providing sales team with clear technical synthesis of Digital power automation competitive advantages and proposed technical deviations. Provide technical advice to sales and capture team, propose competitive solutions and clarifications to reach sales targets.
· Communicate market feedback about trends, competitors, and requirements to Digital power automation Marketing to make appropriate offer enhancements.
· Support the deployment Digital power automation business playbook in her/his area of responsibilities.
· Can present and defend technical proposals and solutions. Develop required technical and commercial argumentation documents. Provide answers to complex technical questions from customers in co-operation with technical experts of different Business Units.
· Work hand-in-hand with Global Account Managers, Global Solutions Architects and local Sales sharing her/his technical expertise specially in Cybersecurity applications.
Qualifications
- · Bachelor’s Degree in electrical engineering/Sales or equivalent
- · 5 years’ experience in Technical or Commercial profile in Digital power automation Solutions environment with
- experience facing customers
- · Ability to understand technology trends and its impacts in Customers applications
- · Proven skills in building & writing technical documents and reports
·
(Preferred qualification)
· Schneider Electric Software: ETAP Software, AVEVA PI Systems
· Overall process knowledge on Semicon & EV Battery Plant (Infrastructure)