Principal Technical Sales Consultant

Job description

Schneider Electric™ creates connected technologies that reshape industries, transform cities and enrich lives. Our 160,000 employees thrive in more than 100 countries. From the simplest of switches to complex operational systems, our technology, software and services improve the way our customers manage and automate their operations. Help us deliver solutions that ensure Life Is On everywhere, for everyone and at every moment: https://youtu.be/NlLJMv1Y7Hk .

Schneider Electric Software's forthcoming merger with Aveva creates an innovative and trusted provider of software and services that improve productivity and profitability for production, manufacturing and infrastructure industries. Our software solutions allow customers to deliver sustainable performance with flexibility and agility to address evolving market requirements. Over 4,400 employees thrive in more than 30 countries.

Great people make Schneider Electric a great company.

TECHNICAL SALES CONSULTANT

What do you get to do in this position?

The Technical Sales Consultant (TSC) will focus on pre-sales support to the sales force. The role is to support the Manufacturing Operations Management and Information Management software portfolios. While primarily working with the direct sales team, the job also involves close interaction with regional sales, marketing management, product management, product marketing, product development, and professional services. Aside from primary North American regional focus, they will also be called on to support global opportunities in other regions.

MAIN RESPONSIBILITIES:

Primary

· Design, promotion and demonstration of software solutions in context of customer needs based on the Wonderware offer (including but not limited to Wonderware MES, Skelta BPM, System Platform, Intelligence, InBatch, Recipe Manager Plus, Historian and Data Analytics).

· Articulation to customers the technical features and business benefit of proposed solution.

· Assist customers in the evaluation and definition of the architecture with consideration for requirements and constraints.

· Creation of value and differentiation to customers (F&B, Life Sciences, consultants as well as strategic partners) where relevant i.e. pre-project consultation, feasibility study and audits.

· Engagement with the Projects & Services teams in requirements gathering and sizing exercise and infrastructure specification (hardware, system software & 3rd party).

· Be a Subject Matter Expert of the assigned product portfolio and within the customer targeted industries

· Plan, execute and provide final documentation for opportunity assessments, site visits, and interviews of potential users of the solution

· Be a technical contributor on content for RFI and RFP responses as led by Sales team.

· Demonstrate solution capabilities, functions, features, in context of customer needs as well as modify, maintain and upgrade demo platforms.

· Work with Partners as necessary, including consultants, system integrators, 3rd party hardware and software vendors.

Secondary as applicable

· Support company events (Internal Conference and User Conference).

· Attend trade shows, expos, and professional association events.

· Present at seminars and webinars.

· Author best-practice documents, white-papers, web content, as required.

· Work with Product Management and Product Marketing on new-product launches, sales campaigns, and customer input sessions.

· Create and maintain tools of the trade, including customized solution demonstrations, field presentations, workshop agendas, etc.

· Conduct informal sales and partner training for updates and new products.

Desired profile

Qualifications :

This job might be for you if:

· Tertiary qualifications in engineering/IT with experience in control system engineering, operations management, information technology and interest in big data, IIoT and Cloud.

· Ability to build long term, customer focused relationships is essential with solid, direct and related sales experience being highly advantageous.

· Sound commercial acumen enabling the TSC to propose an architecture/system optimally to meet the customer's business needs.

· Ability to communicate the differentiating elements in a simple yet convincing manner.

· Technical software implementation/integration experience and ability to independently implement solutions for demonstration purposes.

· Ability and willingness to travel to customer locations as required (approx 25% travel).

· Competent communicator at all levels particularly C-level.



SKILLS & COMPETENCIES :

· Develop strong relationships as a trusted advisor with customers by understanding customer pains/requirements and providing the best solution design to satisfy their needs.

· Apply a disciplined approach to each opportunity engagement. This may include presenting introductory material, conducting extensive interviews with various roles, touring and understanding prospects operations and processes, and then crafting a solution based on their initiatives, requirements, and constraints.

· Present the solution using a blend of PowerPoint , reusable and customized videos and live demonstration.

· Understand both our solution selling processes and the customer's selection and buying process.

· Constantly strive to develop competencies in all three categories – Professional, Technology and Domain.

· Be a critical input channel to product management and marketing on any aspect of the products, marketplace, and most importantly, the customer perspective.

REQUIREMENTS:

· 3-5+ years in the professional role in either technical or presales for a technology based company working in the MES software category.

· 5+ years' experience implementing product-based software solutions.

· Ability to travel up to 25% of work days. This travel can be to any non-restricted country.

· 3-5+ years' experience in MES full life cycle solution implementations or pre-sales technical support of same.

· Experience with MES-ERP integrations.

· Professional experience with report generators, databases, and queries.

· Experience with MES business analytics, Key Performance Indicators, and Business Intelligence%5CDashboard platforms.

· Experience with industrial automation, HMI (specifically Wonderware), Business Process Modeling, and Document Management a plus.

We seek out and reward people for being straightforward, open, passionate, effective and challenging the status quo. We want our employees to reflect the diversity of the communities in which we operate. We welcome people as they are, creating an inclusive culture where all forms of diversity are seen as a real value for the company. We're looking for people with a passion for success — on the job and beyond. See what our people have to say about working for Schneider Electric: https://youtu.be/6D2Av1uUrzY .

Let us learn about you! Apply today.

You must submit an online application to be considered for any position with us. This position will be posted until filled.

It is the policy of Schneider Electric to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct.

Concerning agencies: Schneider Electric does not accept unsolicited resumes and will not be responsible for fees related to such.

Schneider Electric is an Equal Opportunity Employer.

Minorities/Women/Vets/Disabled