Business Development Manager / Solution Architect

Job description

The Business Development Manager / Solution Architect (BDM) is expected to grow existing business and acquire new clients for Dynamic Simulation and Operator Training Simulators (OTS) business in the appropriate industries that Schneider Electric Industrial Automation business serves. The BDM will focus on growing strategically targeted markets, customers and opportunities within the Industrial Automation (IA) Services business. The BDM is responsible for developing winning sales strategies, with the capacity to work collaboratively with the existing sales teams, product management and product marketing. The BDM must have the ability to deliver independently on sales pursuits.

The successful candidate should ensure that all sales pursuits are adequately managed and will lead the sales and business development efforts for the LATAM Major Project Pursuits. It is expected that high level relationships will be established with key clients.

In addition, the BDM will be responsible for providing the critical solution, technical, and industry knowledge to help support, generate, and develop new sales opportunities.

Strong collaboration will be required with the LATAM Delivery team and the regional sales organization in the regions. The position also requires close interaction with product management, product development, and marketing.

Responsibilities and results:

· Ensures the achievement of the business plan and growth objectives for the Industrial Automation Services business, specifically as it applies to the OTS business in LATAM region.
· Prepares and develops strategic sales growth plans for target portfolio and articulates clearly the value proposition of solutions.
· Understands focused applications and market opportunities and is able to translate them into customer values that will positively impact the business.
· Identifies and drives key differentiators that position the Schneider Electric portfolio of solutions in a more advantageous position than competitor products.
· Improve portfolio penetration across key focus customers with support of account managers through new solutions and services.
· Conducts sales presentations, consultations, and follows up on leads for the targeted IA solutions
· Interface with regional sales and business leads to implement and develop account specific strategies within key customers and markets
· Develops relationships with each client/prospect at every level from the "C" executive suite on down.
· Engage with EPC or end-user leaders and executives to develop relationships, understand their business and formulate business solutions to create value.
· Work closely with product management teams to provide voice of customers, market trends and development on competitive dynamics related to service and software portfolio
· Works closely with Product Management and Product Marketing to collaborate and provide input on marketing strategies and business plans that will drive market adoption.
· Contributing to the planning, creation, development, and delivery of demonstrations that prove and confirm the value of our solutions
· Engage with prospects to understand specific needs/problems and lead/contribute to the development of appropriate technical solutions
· Conduct value consulting workshops and proofs of value with partners and customers
· Support customer queries on product selection and capability
· Work with partners, system integrators, and third-party vendors for complex solutions
· Performs other duties as required

Desired profile

Qualifications :

Minimum Requirements:

·  Bachelor's degree in engineering, marketing, business, or applicable discipline. Equivalent industry experience may be substituted for education requirements.
·  5+ years business development experience in the Petrochemical, Oil & Gas, Power or M3 industries, preferably in engineering, systems, software, and the services field.
·  3+ years experience in engineering, project management or operations within the Chemical, Oil and Gas, Power or M3 industries
·  2+ years of complex solution sales experience
·  Simulation solutions selling experience is a plus.
·  Relationships with C-level executives within key client accounts in the chemical, oil & gas, power, M3 or petrochemicals industry is a plus.
·  Relationships with C-level executives within engineering, procurement, and construction companies focused on the chemical, oil & gas, power, M3 or petrochemicals industries is a plus.

Travel : Must be sufficiently mobile and flexible as the role will require substantial travel with ability to travel up to 50%.

Required Skills and Experience:

·  Proven experience developing and implementing business strategies.
·  Excellent proven customer-facing and presentation skills for complex technical solutions
·  The ability to work alone or with development staff to hands-on develop and present demo applications
·  Analytical thinking, strong capability of project management and problem-solving skills, sound judgment and a willingness to resolve issues and problems in a timely manner
·  Excellent communications skills with the proven ability to develop rapport and credibility across the organization, promote ideas and proposals persuasively
·  Exposure to Strategy & Business Development in the LATAM market space.
·  Proven ability to convert strategies into implemented business solutions driving sales and revenue within the various industries
·  Proven ability to develop sustainable opportunity pipeline based on business plan
·  Excellent problem-solving skills and the ability to investigate the needs and problems of prospective customers
·  Ability to effectively manage multiple and possibly competing commitments at the same time