SAE- ProLeiT
To capitalize on in-depth knowledge of the customer process especially Beverage industries, the applications and the decision criteria. The Solution Architect works closely with Solution Architects community to elaborate on a set of TVDAs and Killer Apps on the market segment, bringing a differentiating value proposition to the customer, leveraging the complete Schneider Electric offer portfolio and improving the understanding of the ProLeit business inside Schneider Electric. Needs to be expert in Brewing Industry, Knowledge of Dairy industry would be highly appreciated.
Profile
a. Solution expert with a strong knowledge of the target application, customer processes and Schneider Electric created solutions.
Should have following Skills
i. Beverages/Pharma customer process knowledge
ii. Strong Understanding of Beverage industry objects and or Pharma API/ Formulations
iii.Practical experience leading to in-depth customer understanding: 5-10 years experience in the targeted segment leading to a good knowledge of customer vocabulary, pain-points, expectations and deliverables
iv.System architecture methodology, starting from customer needs identification
vii.Strong Knowledge of application along with technology mindset will help us in better way understanding of Schneider Electric's & the competition's offers
b. Strong and open competency to communicate with customers, Solution Architects (SA), business unit experts (ADEs, SAEs, PAEs), local sales teams, StruXure Lab Teams
I. Communication skills and ability to influence and convince
II. Externally to convince customers and standardisation institutions
III. Ability to foster co-operation and animate a community
IV. Cross-cultural understanding of the different needs of a global community
V. Qualified skills to create new documentation and reports that explain clearly and simply created segment solutions to other solution architects and customers
VI. High level English language skills in writing
2. Mission
a. As a Technical Marketing person, to make the synthesis of use-cases, in order to identify platforming opportunities to be included in reference architectures for the defined market Segments.
b. Bring innovation and differentiation (killer apps) to customers, addressing business requirements, customer process constraints and technical challenges, in order to improve the solution margin
c. Develop reference architectures for the customer segments.
d. Lead the development and provision of differentiated and innovative solutions for our external and internal customers, adding credible competence to Schneider Electric business.
e. Co-engineer, develop and implement the best solutions for target customers,
f. Identify the focus & requirements for offer development within the target segment, and work with relevant departments to validate and create specific customer solutions.
g. Driving the segment solution roadmap, by supporting the Solution Marketing Manager and sharing the global view and feedback from customers and from the country organisation. Create intelligent solutions for customers in key selected market segments to implement Schneider Electric strategy at a global level.
h. Influence business unit roadmaps with segment solution offers requirements
i. Get Schneider approved at the consultants, create preference at the end clients and work closely with Process OEM for building confidence in their to execute the projects with Schneider system.
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3. Main Activities
a. Actively lead the global network of solution architects in the segment as part of the Solution Architect Program: (Follow the Global KPIs)
i. Success stories & best practices
ii. Local to Global: collect killer apps, architectures, documentation, local solutions, tools, competitor information
iii. Supporting community support requests
iv. Web seminar animation and organization to share knowledge of the segment
b. Create the Segment Solution offer
i. Visit customers together with the sales force (Global Account Managers-GAM or Key Account Managers-KAM or Proximity Sales) or alone on request.
ii. "Create the Concept" within the requirements and constraints of the function of the solution/application under scrutiny, recommend and develop a competitive solutions and recommend a system implementation which optimally meets the customer needs & requirements
iii. Introduce and promote the complete segment offer in terms of strengths and weaknesses and possibilities (Value propositions, Killer Apps, TVDAs) and providing the most appropriate solution
iv. Build demos to help the customer visualise the main solution concepts (proof of concept (POC)) in form of TVDAs with hep of StruxureLab team.
v. Provide recommendations & support in terms of migration from, or interconnectivity with, the segment legacy offer.
vi. Provide answers for complex technical questions from customers in co-operation with the technical expert of the different business units. Questions on integration/compatibility/added value of solution components
vii. Develop required technical and commercial argumentation documents including value propositions, Killer Apps, TVDAs, etc.
viii. Work closely with Solution Architects in the specific segment, solution marketing (country & BU), Solution VPs, StruXure Lab teams within the community in order to provide the customer with the best solution.
ix. Improve architectures with use cases from Solution Architects and their local customers
c. Work with segment solutions marketing to enhance business unit products, systems & the solutions offer.
4. Working relationship
Reports to Software Business leader
Every Country Solution Architect reports indirectly to the Solution Architect Program Manager.
a. Internal
i. Segment Solution VP
ii. Segment Solution Marketing
iii. Segment Solution Architects
iv. Solution Architect Program
v. Global Account Manager
vi. StruXure Lab Teams
vii. Execution Centres (Tender Manager & Project Manager)
viii.Country Solutions Marketing
b. External
i. Target Customers
ii.Trade Associations
iii.Standards institutions (ISO, EN,...)
iv. Channel partners (distributors, consultants,...)
5. Competence Profile
A. Knowledge & Capabilities
i. Extensive knowledge & experience of targeted application, industry, standards & legislation
ii. Customer focus, listening and communication skills
iii. Analytical skills
iv. Technical background to understand customer issues, as well as Schneider & competition offers (Engineering Degree aligned with Segment - Mechanical, Electrical, Electronics & Software )
v. Deep commercial and technical knowledge about the Segment system offer, and competent to use this knowledge
a. Link the specific customer's needs to UVP's and killer apps of the segment solutions
b. Identify limitations/constraints
vi.System architecture methodology, starting from customer needs identification
vii.Scope: Complete solution offer of the segment
a. Understanding of the Application offer used inside the Segment
b. Tested Validated and Documented Architectures (TVDAs)
c. Value proposition, Killer Apps and their technical background
d. Networks (Principles, connectivity, limitations, performance)
viii.Ability to foster cooperation and animate a community
ix. Ability to create documents and reports on a professional level
Background / Experience.
i. Candidate must have relevant experience with customer applications within the desired segment and understand a wide scope of segment related systems and typical possibilities and limitations within the segment
ii. Minimum requirement for the position:
a. Worked as a Technical engineer or application designer within desired segment for several years
b. Practical experience leading to in depth customer understanding: 5-10 year's experience in the targeted segment leading to a good knowledge of customer vocabulary, sore-points, expectations and deliverables
c. Expertise in local region and global standards relevant for the desired segment
d. Expertise in network communication
iii. Knowledge of automation offer, IT knowledge and related competitors & customers.
iv. Extensive knowledge & experience of targeted applications, industry, standards & legislation
v. Preferably experience with Schneider Electric technology
vi. Preferably experience within a customer or channel partner from a target OEM application.
Qualifications
i. Engineering degree or prolonged experience with technical education (engineering degree aligned with segment - mechanical, electrical, electronics & software)
ii. Language skills
a. Local language: perfect verbal, written
b. English: High Level verbal, written
iii. Communication skills to convince and influence all internal and external partners
iv. Experience in working in a global community with different cultural behaviour
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