The position is responsible for adapting, promoting and supporting integrated, intelligent solutions for customers from the Mining, Minerals & Metals segment with a specific focus on the Mining subsegment to implement the Schneider Electric strategy in North American Zone.
Capitalizing on in-depth knowledge of customer process, applications and decision criteria the position holder must work closely with sales to bring a differentiating value proposition to the customer, leveraging the complete Schneider Electric offer portfolio (Multi BU solutions), understanding the customer context, as well as technical complexity induced by the integration of numerous interconnected components and sub-systems.
Understand customer applications for Mining including operations, production process, energy management and life cycle expected performances.
Subject Mater Expert, bring differentiation and innovation to support the sales team in front of potential customers, address business needs, customer process constraints, and technical challenges.
Demonstrate Schneider Electric’s proposition to deliver profitable solutions to the targeted market segments.
Influence the customer technology journey, 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.
Adapt solutions / architectures prepared for this market to elaborate a solution in line with customer expectations, while re-using to save time, optimize costs and reduce risks.
Network with other architects to capitalize experience for the segment
JOB RESPONSIBILITIES :
Promote the unique Customer Value Propositions for the Mining segment to influence customers / consultants with SE Solutions by prescribing differentiating solutions / architectures and “poison pills” very early in the customer project lifecycle
Interact with the Global Architect of the segment to understand/adapt reference architectures and solutions to local needs, improve those solutions / architectures with own use cases and influence the Business Unit roadmap.
Support launch of segment solution offers in the geography
Represent SE mining expertise at industry functions
Perform gap analysis between customer needs and Schneider Electric solutions / architectures and adapt the proposed 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 geography on the targeted accounts active in the segment & territory
Share experience with other global and local solution architects and be an active member of the solution architect community.
KEY PERFORMANCE INDICATORS
Sales: Segment Order Intake, Solution Order Intake
Engineering Degree aligned with industry – preferably Electrical, Software, Mechanical,
Customer understanding: 8-10 years of experience in the targeted segment, preferably operation, maintenance, design/engineering of customer applications
Very good knowledge of customer pain-points, expectations and deliverables.
Technical knowledge of the Schneider Electric Solution offers (Cross Domain) and competitive environment
System architecture methodology, starting from customer needs identification
Ability to influence and convince
Communication skills (internal & external)
Ability to foster cooperation
2-5 years in similar position (i.e. technical consultant, system architect)