28 ene
Hexagon Asset Lifecycle Intelligence
Xico
**Responsibilities**:
This position is responsible for supporting the Hexagon sales organization across the Americas region, to help drive Hexagon sales business, by demonstrating how the Solutions meet Customer needs and desired business outcomes.
It will act as a Solution Consultant to both internal customers (sales and project services teams) and external customers.
Other job-related duties may be assigned.
**Main responsibilities**
- Support building and growing pipeline of opportunities for the Region.
- Work with Sales teams in training, developing value messaging and supporting lead generation.
- Responsible for supporting the growth of solutions in the region by working with local sales teams and Industry Consultants,
in existing accounts and new opportunities defining how Hexagon Solutions, mainly PAS, will provide benefits to the customer
- Be able to articulate context and practical examples of how Hexagon solution(s) can help customers achieving their outcomes.
**Essential Functions**
- Manage the pre-sales technical relationship.
- Works closely with Hexagon Industry Consultants to develop meaningful Customer presentations and demonstrations.
- Confidently speaks in public and acts as a technical leader in Customer interactions
- Develops and maintain a high-level of understanding of industry related standards and best practices such as those related to Alarm Management and ICS Cyber Security across different aspects of the process industries
- Captures technical work process requirements and translates them into a demonstratable workflow using Hexagon Solutions
- Provides in-depth product demonstrations to support regional sales efforts.
- Maintain and adjust demonstration systems, scripts, and data to fit various market opportunities
- Development and support of pilots and proof of concepts when necessary, making sure Customer needs are met and benefits of the solution are demonstrated.
- Work with new and/or existing clients to define their requirements and qualify the fit of solutions
- Qualifies opportunities and outlines the business value of the PAS solutions.
- Provide technical support in the development of Sales proposals, RFIs, scope of work, for implementing the solutions and other content such as webinars, lunch & learn sessions, etc.
- Work with Services team in reviewing technical and scoping documents with primary responsibility for knowledge transfer of sales to services.
- Engage with Global Product Center to stay aware of most recent updates regarding solutions, product roadmap, latest releases, key fixes,
and key upcoming features related to product enhancements.
- Influences the product roadmap with Product Management/Business Development (BD) and the marketing team.
- Participate in Global Pre-Sales activities and engage with colleagues from other regions, such as, Europe, Middle East, Africa and Asia-Pacific.
- Liaise with solution consultants in other regions for lessons learned and best practice sharing.
- Attend trade shows, seminars and user conferences and be capable of presenting technical papers, demonstrations and presentations.
- Supports marketing in sales campaigns for growth and initiatives across assigned region.
- Help identify team growth potential
Qualifications:
- Bachelor's degree in engineering or an information technology related field.
- Between 3 to 5 years in technical sales including software and/or related consulting services.
- Between 3 to 5 years of experience in relevant customer industries; refining, chemicals, oil and gas, power generation, manufacturing, pulp and paper, Food and Beverage, or mining verticals.
- Cyber Integrity (Inventory, Configuration, Vulnerability, Compliance, Backup and Recovery)
- Automation Integrity
- Operations Risk Management (Alarm Management, Control loop monitoring, others)
- Industry Control System related experience - working knowledge of control systems and how they are configured and managed within customer sites.
**Skills and Abilities**
- Strong communication and presentation skills.
- Customer service experience.
- Ability to work independently, collaboratively in a team and with key clients as required.
- Strong analytical and problem-solving skills.
- Confidence working with Enterprise client IT personnel and managers to determine system architecture and design needs.
Knowing industry-driven typical personas is a plus.
- Desirable:
- Holistic view of Enterprise implementations, with desirable knowledge of PAS solutions
- Programming and web services understanding.
- Background on industrial software related to DCS, PLC, SCADA and HMI.
- Good understanding of Process for Alarm Management and Control loops.
- Cyber Security exposure to manage concepts such as Network Architecture, Vulnerability, Compliance, Patch Management, Obsolescence and others.
- Database concepts, preferably SQL Server or Oracle Database.
- Background of working with IT setup, including VM configurations.
**Others**
- Trav
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