Your primary responsibility as a Senior Principal Consultant, Presales is to provide technical leadership to sales account managers throughout the entire sales cycle. This includes developing opportunities in collaboration with sales and marketing, attending both internal and external meetings to provide insights and ideas to achieve meeting objectives, delivering technical presentations and demonstrations, producing comprehensive architecture and technical write-ups, and training internal teams and external customers on products or solutions. Staying informed about new technologies such as AI, ML, Industrial AI, and cloud technologies is imperative for success in this role.
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Collaboration with key teams within the company is crucial, especially with Marketing, Sales, Delivery, Customer Support, Business Units, and R&D. The aim is to identify, develop, and maintain the best offerings that meet customer needs and solve problems in competitive environments. Continuous learning about technology, industry trends, and competitor landscapes will be essential for articulating our unique value proposition to target customers.
Frequent travel, including international trips, is required, and candidates must uphold the company's values of Impact, Aspiration, Curiosity, and Trust.
Key Responsibilities
- Creating and maintaining customer presentations and demos that highlight clear value propositions.
- Developing and maintaining sales opportunities captured in the CRM (Salesforce) through close collaboration with marketing and sales.
- Supporting sales, marketing events, and proposal initiatives.
- Engaging in learning and development to enhance core skills and explore other solutions.
- Managing proof of concepts and proofs of value with hands-on solutioning while effectively communicating to convince stakeholders about the company's offerings.
Essential Requirements
- Bachelor's or Master's degree in a relevant engineering discipline.
- 15+ years of experience with the company's solutions/products in the industrial operations domain, and 10+ years in technical sales, presales, or business development roles.
- Significant practical experience implementing PI Data Platform, monitoring & control solutions, asset performance management, Unified Operations Centre (UOC), and MES solutions, along with a strong understanding of SCADA and automation systems, including the ISA95 framework.
- Mandatory knowledge of new technologies like AI, ML, Industrial AI, predictive analytics, and cloud certifications (such as AZURE or AWS) is a big plus.
- Strong sense of personal responsibility for resolving customer concerns.
- Excellent interpersonal skills for building relationships with peers and members of other teams.
- Capacity to work effectively within a dynamic team.
- Proven problem-solving abilities with a knack for investigating the needs of prospective customers.
- Ability to self-manage effectively, handling multiple and potentially competing commitments.
- Excellent verbal and written communication skills in English; proficiency in the local language is an advantage.
- Experience with Middle East & Africa customers in sectors such as Oil & Gas, Power, Infrastructure, MMM, and CPG is mandatory.
- Commitment to self-study related to industry trends, software, and supporting technologies.
