Senior Pre-sales Solution Architect

SCHNEIDER ELECTRIC ASIA PTE. LTD.; Singapore; On-site; SGD 140,000 - 210,000; Full time

Job summary

Schneider Electric Asia Pacific is seeking a Solutions Architect to lead presales for Digital Grid software solutions across APAC & GI, collaborating with sales, product centers and partners.

You will position as a technical leader, map customer needs, and help define tender responses, including implementation and support aspects. This role requires strong communication with utilities and a track record in grid automation and IT/OT convergence.

Responsibilities

• Technical leadership responsibility for pre-sales activities of complex software solutions destined for utility customers.
• Cooperate with all stakeholders in given geography to have support in preselling, tendering and execution phases of the opportunity.
• Coach and train customer sales teams and Schneider Electric country management in pitching and selling Digital Grid.
• Lead strategic influence initiative with key accounts.
• Act as technical leader of given accounts.
• Map, assess and target key utilities in digital transformation.
• Lead demand creation plan at key targeted utilities: pitch value proposition, build business case, lead innovation workshops, identify opportunities to sell Contribute solutions.

Job description

In Schneider Electric, everything we do is geared towards advancing progress and sustainability for all-our colleagues, customers, partners, and the communities and societies we serve.

Whether it's through our products, software, and services that propel the digital transformation of energy management and automation, or through our corporate citizenship and volunteer activities, we make a meaningful impact by empowering people and organizations to become more resilient, electric, and digital.

Which is where you come in. Working at Schneider Electric means working toward a cleaner, better world. You're part of a global team built on inclusion, mastery, purpose, action, curiosity, and teamwork, turning sustainability ambitions into actions.

AREA OF RESPONSIBILITY

AsiaPacific (APAC) and Greater India Region (GI)

PURPOSE & SCOPE OF THE ROLE

The role of solution architect will require to strategically co-operate with the Schneider Electric Country Teams, the expert Hub teams and other key stakeholders involved in the sales process (Sales, Marketing, Solution, etc) to create a strong pipeline of qualified opportunities and to promote Digital Grid Solutions.

Key to success will be your ability to position yourself as technical leader, actively collaborate with the rest of the team and the local network of partners. Technical selling will be expected to grow existing business relationships and to support them through technical discussions with installed base customers and to initiate new customer connections on topics such as: Grid Control, IT/OT convergence, Asset management, Service offers, Partners offer implementation, Cyber security, etc.

• Prescribe solutions for the Schneider Electric Digital Grid business in APAC & GI.
• The Digital Grid suite of solutions includes offerings from the 2 Digital Grid Lines of Business (LoB)

• Grid Operations Management - EcoStruxure Advanced Distribution Management System (ADMS), Distributed Energy Resource Management (DERMS), Advanced Gas Management System (AGMS), EcoStruxure Transmission Management System (EMS)
• Grid Information Management - EcoStruxure ArcFM, EcoStruxure Grid Asset Performance, AiDash (partner)

As part of this role you will be required to work as part of the sales team to prescribe these solutions to meet customer needs and demands.

Lead opportunity influence and definition of customer's main business drivers and prescribe Digital Grid solutions to meet the customer's needs.

As part of the role you will be responsible for understanding the customer's business drivers, pain points and long-term vision and then positioning the Digital Grid suite of offers to best meet these requirements.

As part of this engagement you will be expected to discuss not only the product, but implementation, warranty, support and maintenance and commercial environment to prescribe an overall environment that is mutually beneficial to SE and the utility.

Key to success will be collaboration with the Digital Grid APAC & GI Sales team, LoB Product Centers, Execution (RSC) and Customer Management Team (CSM).

As a solutions architect you will need to work closely with Digital Grid sales heads and tendering teams (including Execution and CSM as needed). The Digital Grid sales heads have overall responsibility for the account strategy, while the tendering team are responsible for preparing the response to the customer tenders. Ensuring SE solutions are prescribed in line with the overall sales strategy and this message is presented as part of the offer to the customer is key to success.

RESPONSIBILITIES

• Technical leadership responsibility for pre-sales activities of complex software solutions destined for utility customers.
• Cooperate with all stakeholders in given geography to have support in preselling, tendering and execution phases of the opportunity. Act as one team with utility sales people in each country.
• Coach and train customer sales teams and Schneider Electric country management in pitching and selling Digital Grid.
• Lead strategic influence initiative with key accounts.
• Act as technical leader of given accounts.
• Map, assess and target key utilities in digital transformation.
• Lead demand creation plan at key targeted utilities:
  • Pitch initial value proposition at C level.
  • Build business case for C Level and for operation management.
  • Lead innovation workshops sponsored by C level.
  • Identify opportunities to sell Contribute solutions.
  • Prescribe solutions.
• Responsible for the full tendering process including:
  • Working with the regional sales team to understand the customer's needs and requirements.
  • Providing feedback.
  • Lead the design and documentation of proposed customer solutions based on defined requirements and liaising with the Center of Excellence (CoE's) to identify the best offering to meet the customer's requirements.
  • Reviewing customer's requirements (commercial & technical) to identify SE non-conformities with SE non‑p ...