宜昌招聘

Join ABB and work in a team that is dedicated to creating a future where innovative digital technologies allow greater access to cleaner energy.

The ABB's Process Industries team engineers and delivers automation solutions from device to monitoring and control, ensuring our customers get the most out of their investment. Our digitalization solutions help improve plant and enterprise productivity, while reducing maintenance and energy costs. Deep domain knowledge enables us to truly understand and address the challenges and opportunities of Industrial Automation.

A number of our customers across process industries have decided to start or are in-progress of enterprise digital transformation. Development is led by established digital function or by IT function with a close tie to C-level management. OT management, our traditional counterpart, is actively participating but does not own driver’s seat. Our OT centric digital offerings along with ‘waiting for RFQ’ sales approach is not able to cover this opportunity. To win in this environment we need to be proactive in sales and have an offering that covers the aspects of digital transformation, Industry 4.0 etc. – resonating with the management we are facing.

We have a good and growing number of customers from pre-sales phase where customers are articulating their needs, pain points and plans to already signed cases. We are in need to hire individuals that have the competence and mindset to translate these needs into tangible proposals in proactive manner and drive customers towards decision making - First in PoC level and later for wider partnership. To excel in the role individuals, need to have strong acumen for drafting proposals, bid management, closing deals to engage with decision makers across customers’ organizations especially people with IT and Digital domains in customer driven manner.

- Responsible to establish a deep understanding of our customers business and solution needs in digital transformation context and identify & drive ABB’s desired role in development. Integrated digital solutions in enterprise wide digital context that utilize existing ABB solutions topped with co-creation and customization needs, drive pre-sales opportunities into purchase orders in co-operation with GPGs and HUB/LBUs.
- Collaboratively lead sales pursuits team through the sales cycle, coaching local teams to become increasingly more comfortable and self-reliant in pursuing digital opportunities and provide insights to BU product management, operations and sales teams on big picture digital business and IT requirements and accelerators, work in a boundary-less fashion functionally with Global/HUB/LBU Sales, Marketing, Business Development, Sales Operations, Legal, etc. to deliver solutions that addresses customer’s key challenges.
- Drive the growth of Enterprise digital business in 2019 to deliver promised 330% growth and beyond and in following years with similar growth pace. 2020 targets to be on same aggressiveness level.
- Coach local sales teams to learn enterprise sales approach. HCs reside in HUBs (Northern-Europe, South-America, North-America and North-Asia) and have reporting line to BL Digital.
- Take ownership of large customer opportunities 2-5 (total hunting cases up to 10) of which min. two leads to purchase orders in first 12 month.
- Participate won cases sales to ensure our coverage in customers’ organizations.
- Focus only in opportunities where first 1-2 years opportunity is over 1M, total opportunity over 10M+ for next 3-4 years.
- Current sales culture is RFQ driven while in this position proactive proposing and engaging with number of stakeholders without RFQs is a key success factor, customer proposals consist of multiple solutions from multiple ABB organization, capacity and competence to navigate in cross-organization opportunities.
- Challenge conventional thinking and traditional ways of operating and inviting stakeholders to identify issues and opportunities.
- Applies values, business strategy, policies, precedent, and experience to make complex decisions with uncertain consequences.
- Living ABB’s core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.

- 10+ years of experience in drafting proposals and driving customers towards decision making from first PoCs towards partnership.
- Enterprise level S/W sales from selling complex solutions portfolio as a hunter.
- Strong expertise in solution architecture SW/HW, design, deployment in IoT platforms, standards, protocols, SaaS, PaaS, Cloud-Edge architecture.
- Technical acumen to interface with technologists, understand complex concepts and translate in a way that businesses or industry can understand.
- Comfortable to operate in multi-vendor customer relationships.
- Strong interpersonal skills with ability to communicate and influence solution direction to both technical and non-technical audiences across organizations.

Bring your very own sense of pride and purpose as you help us drive forward the Fourth Industrial Revolution – creating a sustainable future for our planet, and your career. Join ABB and harness the power of our diverse global network, as you collaborate with and learn from our world-class teams. Above all, challenge yourself every day. Let’s write the future, together.

Benefits
- Life insurance
- Disability insurance
- Sick pay
- Medical insurance
- Meal allowance

ABB（ABBN: SIX Swiss Ex）是全球技术领导企业，致力于推动行业数字化转型升级。基于超过130年的创新历史，ABB以客户为中心，拥有全球领先的四大业务——电气、工业自动化、运动控制、机器人及离散自动化，以及ABB Ability数字化平台。ABB电网业务将于2020年转让给日立集团。ABB集团业务遍布全球100多个国家和地区，雇员达14.7万。ABB在中国拥有研发、制造、销售和工程服务等全方位的业务活动，44家本地企业，近2万名员工遍布于130余个城市，线上和线下渠道覆盖全国约700个城市。