Services Solution Architect

About the Role:
Join a dynamic team as a Services Solution Architect, where your role will focus on building strong operational value propositions for key customers in the Cloud and Service Provider Segment. This position involves direct engagement with client leadership, aiming to identify services and solutions that enhance the safety, cybersecurity, reliability, connectivity, and energy efficiency of their operations.

Commercial

• Combine consultative and solution selling, digital solution architecture, and business case approaches to foster organization-wide adoption of essential changes and investments.
• Take ownership of opportunity creation, developing them to closure while identifying valuable opportunities for customers and profitability for the company.
• Collaborate with account owners, sales leaders, and segment leads to develop C-Level relationships with key stakeholders.
• Translate customer needs and pain points into tailored value propositions by leveraging the company's offerings.
• Manage after-sales customer success and create new opportunities to expand the sales scope.
• Develop account business plans and engagement strategies with account owners and sales leaders, defining accountable action plans.

Business Development

• Enhance relationships with client executives and senior management to gain insights into their business objectives and challenges related to asset management.
• Utilize subject matter expertise to lead discussions and workshops addressing asset management and lifecycle management challenges.
• Assist Account Managers and Services V2 in establishing multiyear Customer Operations-focused business plans in collaboration with Zone Services VP and segment teams to develop Consulting Services.
• Ensure conversion of opportunity pipelines to orders, signaling follow-up through reporting and dashboards.
• Build relationships with key operations stakeholders to support the integration of digital solutions and services into their site projects.

Solutions and Services Management

• Develop innovative solutions that deliver defined business value by leveraging offerings from various Lines of Business and external solutions.
• Create design, deployment, and management strategies aligned to client requirements.
• Conduct operational assessments to identify business value opportunities.
• Develop business value propositions to assist clients in project justification.
• Lead the upskilling of field services teams in advanced cybersecurity solutions.
• Facilitate ‘voice of the customer’ sessions to devise fleet-wide cybersecurity solutions.
• Execute strategies through Regional Service Organization, managing global and local opportunities to ensure consistency in Service business performance.

Thought Leadership

• Expand participation in the Data Center of the Future initiative, covering areas such as cybersecurity and cloud connectivity.
• Connect sellers to the IT Leadership of customers, who influence the adoption of connected solutions and services.
• Serve as a spokesperson for digital solutions in the segment, positioning yourself as a trusted advisor for customers.

Key Success Factors

• Experience in process consulting and ability to quantify the operational and financial advantages of services.
• Strong strategic thinking and influencing skills to engage multiple decision-makers.
• Ability to collaborate effectively with teams across Sales, Marketing, and Delivery to enhance customer operations.
• Proven leadership in cross-functional teams for service solution design and implementation.
• Competence in driving growth and capturing market share.
• Ability to craft both short and long-term business plans with customers.
• Familiarity with Energy Automation system architectures.

Skills & Qualifications
Successful candidates will possess:

• Strategic Account management skills across local, regional, and global levels.
• Ability to build sustainable relationships at various seniority levels, fostering customer intimacy.
• Strong communication capabilities to convey lifecycle management data into relevant customer proposals.
• Digital proficiency in translating solutions into operational efficiency.
• Thorough knowledge of the company's Services across the Asset Management Life Cycle.
• Proficiency in Microsoft Office suite and ERP/CRM tools such as bFO.
• Excellent organizational and interpersonal skills to manage multiple projects.
• Proven background in growing consulting businesses, with segment expertise of 4+ years.
• Leadership qualities and ability to build effective cross-functional teams.

Qualifications:

• Bachelor of Science degree in engineering, engineering technology, computer science or related field.
• 8-10 years of experience in developing and managing solutions and services sales strategies with global customers.
• 6+ years in project/services solution development and sales.
• Strong attention to detail and organizational skills.
• Proven ability to collaborate and influence across various teams and executive levels.

Rewards Designed for You
Our Total Rewards package is an investment in your performance, growth, and well-being. It encompasses competitive pay, comprehensive benefits, support for personal and family needs, and opportunities for professional development in an inclusive workplace.

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