Job Description
The MEA Regional Solution Architect CS&P is a catalyst and champion of driving technical innovation for our strategic customers. The Solution Architect will capture the customer use cases and pain points to define the technical solution, and clearly articulate the business value of the solution to meet the customer expectations. The Solution Architect will work collaboratively across the Schneider Electric organization as well as with 3rd party vendors to define and deliver solutions. Working with Schneider Electric’s local project teams the Solution Architect will influence the project design specification and support the deployment of Schneider’s award winning EcoStruxure platform.
Mission
- Become the trusted advisor for our most strategic customers
- Understand market trends, go to market, procurement models, relevant stakeholders and segment priorities in the region and adapt the global value proposition for regional needs
- Leverage and adapt the globally defined integrated, intelligent solutions comprised of full Schneider Electric portfolio (including reference designs and engineering standards where applicable) to promote, support and deliver them for regional customers.
- Enable the Strategic Account Sales Executives and Key Account Managers to win business by coaching them on solutions and supporting their sales pursuits as well as execution of complex projects as needed; support in building the sales pipeline
- Provide expert advice on market leaders in the segment and region for potential partnerships and acquisitions.
Responsibilities
- Enable regional sales force (account managers and specialized sales managers) to win business by training them on the solutions and supporting the countries in sales pursuits
- Lead/support technical workshops with our targeted customers & become their trusted advisor
- Liaise with global segment solution architects to provide feedback on regional standards, specificities and innovation ideas that could be globalized
- Understand all relevant regulations, standards and codes that drives the solution decision choices and any certification(s) required
- Support local teams and/or SE’s channel partner with initial design support
- Establish the “Thought Leadership” position in the market and build credibility with customers
- Participate in the global community of segment solution architects to transform the group from individuals acting alone to a cohesive, collaborative group able to learn and leverage each other’s experiences with customer success.
Performance Indicators
- Order Intake and pipeline for segment solutions
- # customer technical workshops; customer credibility as a ‘Trusted Advisor’
- Publications & Events promoting Segment Solutions
Success Profile
- Customer centric - practical project/sales experience, able to work with end user customer
- Deep knowledge of segment applications, stakeholders, processes and priorities
- Confident speaker able to present at conferences and lead technical workshops
- Comfortable in a technical sales support role, as well as with strong influence and convincing skills
- Knowledge of CS&P: BMS/EPMS/SubstationAuto-IEC61850 value proposition, BIM methodology, Twin model for design and simulation (3D model and related software tools with Cooling and Electrical for data centres), cybersecurity and their overall system integration is highly desirable
Qualifications:
- College degree (Bachelors) in engineering with 5 to 7 years of experience in the industry
- Working knowledge of relevant key electrical and automation systems specific to the segment
- Great track record in the segment turnkey projects integration and architecture design
- Experience with third party integration based on open and proprietary protocols
- Ability to write technical documents and specifications
- Ability to design systems from a holistic and systematic point of view, independently of the technical scope
- Ability to be confident in front of all types of customer stakeholders and personas
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