Solution Architect Expert

Descripción de la oferta

MISSION:

The position will be responsible for adapting, promoting and supporting integrated, intelligent solutions for customers in key selected market segments to implement Schneider strategy in his territory.

Capitalizing on in-depth knowledge of customer process, applications and decision criteria in his/her segment. The Solution Architect works inside a country or region closely with the Sales to bring a differentiating value proposition to the customer, leveraging the complete Schneider Electric offer portfolio (Multi BU solutions).

Must possess the ability to build solutions by understanding the customer context , including all stakeholders, process and needs, as well as technical complexity induced by the integration of numerous interconnected components and sub-systems

JOB FUNCTIONS:

· Understand customer applications for Data centre applications including, energy management and life cycle expected performances.

· Bring differentiation and innovation to support the sales in front of potential customers , addressing business needs, customer process constraints, and technical challenges.

· Demonstrate the value of Schneider proposition to deliver profitable solutions to targeted market segments.

· Prescribe SE offers and influence tender specifications.

· Prepare and negotiate with the customer the operational description of the solution, as well as the functional description including quantified performance levels .

· Adapt reference architectures prepared for his market to elaborate a solution in line with customer expectations, while re-using to save time , optimize costs and reduce risks .

· Anticipate complementary functions selling opportunities for some add-ons in a later stage of the project.

· Network with other architects to capitalize experience for his segment

JOB RESPONSIBILITIES :

· Solution Marketing:

- Promote the unique Customer Value Propositions for the Segment to influence customers/consultants with SE Solutions by prescribing differentiating architectures and “poison pills” very early in the customer project lifecycle

- Interacts with the Global architect of his segment to understand/adapt reference architecture to his local needs

- Improve those architectures with use cases from his own customers

· Solution Selling:

- Key mission is to adapt reference architectures to meet specific customer needs .

- Perform gap analysis between customer needs and reference architectures and adapt the proposed architecture and project scope to satisfy key decision criteria for the customer (functions, performance & budget)

- Work with end users and consultants to influence the specifications and prescribe SE offers with differentiating features and benefits.

- Contribute to Solution selling , in close cooperation with the Opportunity leader in the country / region on the key accounts active in the segment & territory

· Support to Solution Execution:

- Provides all relevant information and system analysis results as well as contractual agreements to Execution centers

· Networking

- Share experience with other global and local Solution architects

· Key Performance Indicators

- Growth:

§ Hit rate demonstrating the value of proposed architectures

§ Sales: Segment Solution Intake and Sales

- Profitability:

§ Gross margin of Segment Solution business

Perfil buscado

Qualifications :

Skills

- Engineering Degree aligned with industry – Mechanical, Electrical, Electronics & software

- Customer understanding: 5-10 years experience in the targeted segment leading to good knowledge of customer vocabulary, pain-points, expectations and deliverables

- System architecture methodology, starting from customer needs identification

- Ability to influence and convince

- Communication skills ( internal & external)

- Ability to foster cooperation

- 3-5 years in similar position