The Industry Solution Architect is the primary Subject Matter Expert to advance sales opportunities. He/She engages with the sales representative early in the sales cycle on discovery calls, helps qualify opportunities, supports the proposal process, designs the overall solution architecture, delivers compelling presentations and demonstrations and generally assists the sales process up to contract award. The Industry Solution Architect is driven by the sales process and fully supports collaboration across the team.
She/He has a deep level of management and field operational experience and knowledge with industry credibility to engage directly with clients, speaking with confidence on operational and process problem solving and opportunities. They understand the unique business requirements driving the industries that our customers serve and build relationships to become a trusted advisor.
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The Industry Solution Architect prepares and delivers compelling presentations with Hitachi Energy Asset and Work Management software solutions for both internal and external audiences. Some content may be standard material, however a significant amount of new or modified presentation material may be generated for specific customers or internal situations.
He/She is responsible for working with senior management at customers to understand their requirements, determining the most appropriate and cost-effective solution leveraging our state-of-the-art software, and conveying the value and benefits of our solution to customer decision makers.
About the Role
- Works under minimal supervision to prepare for customer discovery and solution demonstrations, typically collaborating with Sales and Product Managers to ensure customer requirements are fully met.
- Explains the outcome and value of the products in customer terminology.
- May work with technical experts to obtain and load customer data into Hitachi Energy products for customer-specific demonstrations and proof-of-value exercises.
- Is considered the industry expert facing the customer and draws support as well as provides feedback to Product Management regarding new features, capabilities, or customer/industry requirements.
- Develops a solution positioning (value, differentiators etc.) in response to customer needs and is able to evaluate trade-offs between level of compliance and cost/value.
- Supports the proposal response function by providing initial review and comments to qualify the opportunity and if accepted, supports as a key resource the response preparation by directly answering the tender questions and collaborating with others on the response team to ensure we are meeting or exceeding customers' expectations.
Your Background
- 10-20 years minimum in a similar senior role in utilities industry or in service product organizations that serve this industry. Experience in nuclear generation preferred.
- A broad understanding of Asset Management - including other industries - preferably to have implemented/ project managed Enterprise Asset Management
- Must be able to establish and mine relationships with industry executives and other senior decision makers. A rich network of senior industry contacts is desirable.
- Management and field operational experience
- Influential to drive the industries that our customers serve and build relationships in an advisory capacity
- Credible communicator fluent in both spoken and written English and a confident presenter in front of audiences
- Flexible traveling to customer sites in other countries and overseas
- The ability to work independently
- Self-starter able to see the big picture as well as understand the technical details associated with a specific feature implementation
- Solution focused entrepreneur considering the wider picture and able to propose solutions, while sensitive to who may be impacted by change/modifications
- Full understanding of the market and strategically keeps ahead of market changes
- Passion for customer satisfaction, problem solving and technologies
Qualifications
- Bachelor's degree, Masters degree preferred, from four-year college or university
- Relevant industry technical experience
- TOGAF or similar certification preferred
- CISSP or similar certification preferred
- Recognized as possessing subject matter proficiency in relevant field.
- Fluent spoken and written home language, fluent spoken and written English (additional European languages are an advantage).
- Experience of project implementation in the field of software deployment (such as SAP or Maximo) is an advantage.
- Has strong analysis and problem-solving skills to quickly analyse complex situations.
- Has ability to effectively structure work to handle multiple demands and competing activities; to take control of issues and manage them through resolution.
- Has the capability to be a dependable, accountable self-starter that seeks guidance and feedback where necessary.
- Experience in the introduction of enterprise software solutions is desirable. Showing skills or previous experience in the implementation of asset management solutions such as Ellipse, Asset Suite, IBM Maximo, SAP, Oracle ERP, Infor or IFS will be considered an advantage but is not essential.
- Has a deep understanding and operated in processes of asset lifecycle from design to operational maintenance for Utility ((Nuclear) Generation, Transmission, Distribution, Water or Gas) infrastructure and networks
- Good practical knowledge, understanding and experience of Field Mobility solutions, Supply Chain provision of materials and services, resource processes,...
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