北京招聘

Senior Technical Sales Consultant

Reporting to: Technical Sales Consulting Manager for APAC Region and Global LOB3 TSC Practice Leader

About Schneider-Electric Global Solutions- Software

Schneider-Electric Global Solutions is a global industrial software, solution delivery, and consulting organisation leading significant change in process manufacturing, plant optimisation, business operations and enterprise performance. We do this by helping our customers take advantage of our technology to improve the performance of manufacturing, industrial, and business operations. Our solutions help to automate plants and facilities and allow a wide range of personnel to receive and respond to changes in conditions more quickly and effectively, and thereby keep their operations running efficiently and safely.

JOB SCOPE

The position reports to the Technical Sales Consulting Manager for APAC Region and the Global Practice Lead. This is a pre-sales job, with responsibility for supporting sales opportunities with new prospects and existing customers. While primarily working with the sales team, the job also involves close interaction with regional sales and marketing management and the Line of Business team consisting of product management, product marketing, product development, and professional services.

The core industry served is: CPG including Food and Beverage and/or Chemical, Oil, and Gas

The successful candidate will also be part of a global team of TSCs who collaborate on a professional, technical, and industry basis. Aside from primary regional focus, they may be called on to support global opportunities in other regions.

The job is primarily customer facing and requires a desired balance of professional pre-sales skills, technology application to solve operational user requirements, and industry knowledge of our served market.

MAIN RESPONSIBILITIES

Primary

·Provide the Pre-Sales services required by the Sales Team pursuing opportunities through the opportunity lifecycle stages

·Be Subject Matter Expert of the assigned Wonderware/Avantis/IntelaTrac branded products Portfolio

·Be a Subject Matter Expert in the industries and processes of our prospects and customers

·Plan and execute opportunity assessments, site visits, and interviews of potential users of the solution

·Be technical and application content author and/or editor for RFI and RFP responses

·Demonstrate solution capabilities, functions, features, in context of customer needs

·Collaborate with delivery on sizing and estimation based on our solutioning process

·Support infrastructure specification (hardware, system software, 3rd party components)

·Convey benefits analysis, value propositions, business cases, solution mapping

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

·Maintain opportunity information regarding pre-sales in sales force automation tool

Secondary as applicable

·Enable new TSCs and sales people per our Enablement Process

·Support company events (Internal Conference and User Conference)

·Attend trade shows, expos, and professional association events

·Present at seminars

·Present on 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.

·Sales and partner training for updates and new products

COMPETENCIES

Professional

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

·Use interpersonal skills to engage with team members, customers, partners, and internal functions

·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 and live demonstration

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

·Collaborate with global peers to both seek and offer advice and coaching

·Constantly strive to develop competencies in all three categories

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

Products and Technology Knowledge

·Current products, new releases, and product roadmaps

·How a portfolio of products interact to create solutions

·How the solution architecture relates to customer requirements

·How each product is configured and can be customized

·How a solution lives within the customer’s IT infrastructure and governance practice

·Integration with peer systems and equipment in customers environment

·Software Bill of Material (sizing, options, etc.)

·How to execute use-cases on Capability Demonstration Platform as part of an engagement (demonstrations)

·Program and Project Implementation methodology

Industry

Understand major business processes as applicable to product and industry focus. These may include, but are not limited to:

·Mineral Processing

·Petrochemical Processing

·Power Generation

·Maintenance and asset management

·Materials Receiving

·Materials Preparation

·Make product

·Fill, Pack, Palletize

·Utilities, Energy

·Waste Streams, Emissions

·Sanitation, Safety

·Industry standards and regulations for safety, quality, work practices, etc.

Specific Industry Segment/Category Knowledge

·Beverages

·Prepared Foods

·Food ingredients

·Dairy (milk based products)

·Consumer Packaged Goods (non-food)

·Refining

·Chemicals

·Power Generation

·Mining

·Water/Waste Water

·Upstream-Midstream, Oil & Gas

·Midstream Oil & Gas

·LNG

·Pharmaceutical

·Biotech

·Medical Device

REQUIREMENTS

Critical

·Minimum 5 years of verifiable experience in the Pre-Sales profession for a technology based company

·Language- Fluent English speaking and writing plus appropriate regional language

·Minimum 5 years verifiable experience with product-based software solutions in the categories required

·Ability to travel up to 50% of work days. This travel is to assigned countries in the region

·Can discuss, give examples, and self-assess on the three areas of competency stated in the previous section

·Have a positive and confident temperament and willingness to develop and grow where there may be shortcomings in competencies or experience

Important

·Has performed solution engineering with a software development, system integration company, or end-user; preferably using Wonderware/Avantis/IntelaTrac branded products. Will consider competitive equivalents

·Computer knowledge to set up demonstration machines with proper setting on environment, including Microsoft Windows, VMWare or equivalent, and networking

·Programming skills and aptitude to learn new products

·Has prepared and given comprehensive and impressive solution presentation regardless to the size of audience

英维思运营管理（Invensys Operations Management，简称IOM）是伦敦上市企业英维思集团的业务公司之一，旗下包括Foxboro（过程控制系统）、SimSci-Esscor（流程模拟与优化）、Avantis（资产管理）、Wonderware（人机界面）、Triconex（安全系统）和Validation Technologies等在业界享有广泛盛誉的行业领先品牌。IOM的总部和经营中心设在美国马萨诸塞州的福克斯波罗（Foxboro），而英维思集团的总部位于英国伦敦，业务遍及80多个国家和地区。
作为全球自动化、控制和过程解决方案等领域的领先企业之一，英维思运营管理的产品已得到全球数万家工厂的采用，其中包括世界大型的炼油厂、燃气厂、石化厂、发电厂、纸浆和造纸厂，以及小型的综合性批量制造工厂。
英维思运营管理所做的一切都是为了提高客户企业生产资产的回报。它通过提供计划与调度、先进控制与优化、人机界面、持续改进工程师、过程控制、过程测量、工厂的历史和实时数据库、控制回路服务、状态监测、培训模拟、警报管理、安全管理、网络安全、企业资产管理等产品、解决方案与服务，协助客户企业均衡提高人员、设备、能源和存货的可用性与利用率，从而获得极佳的经济价值。

英维思运营管理（中国）
在中国，自1983年建立我国仪器仪表行业的第一批中美合资企业——上海福克斯波罗（Foxboro）有限公司以来，英维思运营管理为我国的化工、石油、石化和电力等行业提供产品与服务已有二十多年了。我们的策略是不仅仅要提供软硬件产品，而且要成为一家世界领先的自动化、控制和过程工厂业务优化的解决方案与服务提供商。
目前，英维思运营管理（中国）主要由上海福克斯波罗有限公司、上海英维思过程控制有限公司、北京技术中心，以及位于沈阳、成都和乌鲁木齐的办事处等机构构成。上海福克斯波罗有限公司除了拥有分配制造部、技术部、市场营销部、系统工程服务部、质量部、财务部、行政人事部等之外，还有一个国际工程服务中心。北京技术中心也是全球解决方案工程服务中心之一。
英维思运营管理已为我国的数百家工业企业，其中包括化工厂、炼油厂、石化厂、发电厂、钢厂、水泥厂、浮法玻璃厂、药厂、食品加工厂和海上石油平台等，提供了上千套的高水平的过程控制系统，从早期的SPEC200组装仪表、SPEC200 Micro微机化组装仪表、SPECTRUM分散控制系统，到当今较先进的I/A Series控制系统，为缩短我国仪表行业与国际先进水平的差距做出了贡献，在业界享有极高的知名度和美誉度。
大庆石化、独山子石化、高桥石化、广石化、金陵石化、锦西石化、兰州石化、茂名石化、齐鲁石化、上海石化、石家庄炼厂、燕山石化、镇海炼化、济南涤纶厂、浙江腈纶厂、汕头海洋聚苯树脂厂、淄博化纤厂、大连化肥厂、自贡聚酯厂、四川化工厂、泸天化、锦西化工厂、上海氯碱、抚顺乙烯、大庆油田、中原油田、江汉油田、塔里木油田等国内的化工、石化、炼油、化纤、合成树脂、合成橡胶、农药、油田等企业均选用了英维思过程系统的自动化控制系统。
I/A Series控制系统以其崭新的设计思想、完全的开放性和可靠的长寿命结构，得到了用户、行业分析家和咨询机构的好评，并被认为是拥有较先进技术的优秀系统。I/A Series系统的应用领域广泛，自1987年推出以来，已在国内300多个用户的400多套装置得到选用和成功投用。其中化工、石化与炼油行业超过230套，电力行业超过120套，冶金行业超过60套，综合行业有100多套。在炼油行业，I/A Series系统已在常减压、催化、加氢、延迟焦化、酮苯、糠醛、芳烃抽提、气体分馏、硫磺回收和临氢降凝等主要炼油装置得到成功应用。
在中国，英维思运营管理通过整合各分支机构，将继续长期致力于通过提供先进的技术、软硬件产品、解决方案和服务，并不断推出新的技术、产品、解决方案和服务，以获得更大的客户信心和更多的业务形式，不断扩大业务规模，为中国企业的发展助上一臂之力。