Senior Consultant

ABOUT THE ROLE

The Presales Solution Consultant is a key role in contributing to the growth of business within the South East Asia region supporting both direct and indirect sales groups and providing outstanding technical sales and consultancy support for AVEVA solutions and/or 3rd party supported client software. This position will require travel, at times with short notice, to an AVEVA office, or customer location, anywhere in the region. The job holder will be assigned a Subject Matter Expert role as a Power Industry expert and the AVEVA Asset Performance Management portfolio.

The skillset required will include both technical expertise as well as sales/people skills to support sales opportunities as well as coaching and mentoring individuals to increase their ability to promote and sell the portfolio of solutions.

Responsibilities:

• AVEVA Presales Solution Consultants (PSCs) enable AVEVA’s Sales organization to meet or exceed its target by enabling Portfolio Sales through technical support direction and business acumen.
• The PSC plays a key role in the sales organization by enabling, supporting, and driving the Client Sales Executives (CSE) to look for and close portfolio opportunities.
• The PSC provides sales support throughout the sales cycle. This support is specific to the development and implementation of complex products, applications, or solutions within a product or industry segment.
• Assists the pursuit team with identifying, qualifying, and quantifying new opportunities.
• Assists the pursuit team throughout the sales cycle with strategy, tactics, and scope of pursuits.
• Uses in-depth product and/or industry knowledge to provide sales presentations and product demonstrations.
• May require coordination with Portfolio and Industry Marketing.
• Applies industry, technical, and AVEVA knowledge to interpret clients' requirements and needs and identify and recommend integrated solutions, products, and services. Could include consultation and/or product capability assessment and validation with prospective users.
• May create detailed design and implementation specifications for complex products, applications, or solutions.
• May participate in quote preparation, specification responses, technical definition, or coordinating the pricing of the job with the responsible individuals.
• May be asked to perform Process Studies to discover improvement opportunities and economic value through teaming with clients.
• May build a mini-application based on client requirements to demonstrate the feasibility of the application, often requiring product and solution demos.
• May prepare detailed product specifications for the development and implementation of company products, applications, or solutions.
• May define and spec non-AVEVA products for inclusion in AVEVA provided solutions.

Job Essential Functions:

• Maintains knowledge of assigned products, industries, and accounts. Knows and is known by key clients and often participates in key internal and external forums and societies.
• Maintains a good understanding of current client business drivers and how AVEVA solutions provide value and solve the client's business needs within the particular industry.
• Experience in communicating and presenting to all levels of client stakeholders and ability to determine and relay AVEVA value solutions at all layers of the enterprise.
• Assists with the orientation and training of sales personnel in the unique problems and techniques of the product segment or industry. Also promotes company ability, reputation, products, systems, new techniques, and other specialized technical knowledge throughout the particular industry.
• Understands various products and solutions in the marketplace that solve business applications. Has knowledge of the relationship of various products to achieve data flow between applications to drive business information and business value.
• Writes and/or presents technical or industry solution papers. Assists in the coordination of major projects.
• May provide assistance to Marketing, Engineering, and Services on business, sales, and application issues that may arise after an order is received.
• Keeps abreast of online applications and other Advanced Application solutions implemented by Engineering for possible use in promotional materials, client presentations, and competitive analysis.

Experience required:

• Bachelor's degree in electrical/instrumentation engineering or equivalent;
• A minimum of 8 years experience with the Power industry; knowledge/expertise on:
•  power generations and distributions
• engineering/constructing and operations of power plants
• Excellent presentation and communications skills, both written and oral;
• High level of energy and passion, a tolerance for last minute travel (up to 40%) and extra work hours as needed;
• Significant experience in sales support activity. Clear understanding and support of sales process;
• Flexible attitude and excellent organizational skills with the ability to plan and execute a variety of tasks on a timely basis and as the situation requires;
• Understands typical client's drivers for improved information for both operations and at the business level
• Experience in communicating with high-level stakeholders of business information to determine the value of the information at all layers of the enterprise.
• Skillset to maintain a product-neutral solution for each client.
• Excellent time management skills with the ability to prioritize and allocate resources so as to ensure achievement of revenue objectives;
• Ability to think in a strategic manner then formulate and advise sales strategies based on events and developments during the sales process;
• Proficiency with Microsoft Office and making presentations to all levels of clients.