newTECHNOLOGY CONSULTANT

Date Posted: 2 days ago
Salary:
Aberdeen

Job Description

Reports to (role):

Manager ITD (or Team Leader as appropriate).

Key Stakeholder Relationships:

  • Local Sales Managers
  • Local End User/OEM Account Managers
  • EMEA Commercial Engineering & Competency team
  • EMEA Technical Sales Support Team
  • Customers

Incentive Type:

  • See Domain Expert SIP framework
  • Pay mix: 80/20

Role Name:

Technology Consultant with following naming convention*

  • Mechatronics
  • Maximum up to 2 focus areas

Role Purpose:

The Technology Consultant is a technical resource for Rockwell Automation technology and products within their area(s) of expertise, capable of articulating capability and benefits of portfolio to customers. Delivers proof of concept, after pre-sales support, and is a trusted advisor to the sales organization and channel. They are responsible for technical support in presales activities for a specific range of products within a defined geography. The technology consultant will act as the technical product expert within the sales organization for customer pursuits. The Technology Consultant will augment Distributor Specialist capability in areas lacking coverage. When required, the Technology Consultant will assist in commercial marketing activities, interface with Product Business Units and the EMEA Commercial Engineering team, be the Point of contact for product and quality issues, provide post sales troubleshooting when needed, and act as a local interface with Tech Support.

Key Responsibilities:

  • Be a technical product expert and focal point in the region/country for the Drives, Motion and ICT products
  • Proactively facilitate and/or provide product-based training to the sales force & channel.
  • Co-operate with the sales force in promoting the product range to existing and new customers with presentations, demonstrations, proof of concepts, performance tests and/or similar activities.
  • Generate and present proposals.
  • Define and articulate product differentiators and values versus competition.
  • Analyse competitive product lines, have knowledge of competitor’s strategy, further define competitive differentiators.
  • Participate in trade shows, seminars and/or similar marketing activities, offering demonstrations and product expertise with customers where needed
  • Support market access (Distributor & Systems Integrators) when appropriate to ensure their capability in articulating the value and demonstration of RA product or technologies
  • Assist Business Lead in launch of new products to the sales force and channel.
  • Validate and resolve compatibility issues of products within architectural solutions and provide guidance to customers/sales force.
  • Actively seek out and participate in both formal and informal training opportunities to continuously develop technical skills.
  • Update customers on new products and technology as related to customer’s industry and application needs as a resource to the named account team.
  • Provide product gap and development feedback to appropriate business unit.
  • Share insights with regional and global peers.
  • Interface with Tech Support on post sales product issues.
  • Focus on opportunities that support Rockwell Automation’s strategy.
  • Understand business models, organization and go to market strategy, leverage where appropriate
  • Knowledge of the industry strategies, familiarity with outcome-based selling.
  • Understands the business drivers and KPI’s of the customer.
  • Keep sales and customer relationship management data up to date in tools (i.e. SFA), optimizing activities by using tools consistently.

Skills, Knowledge, Experience and Education:

  • Bachelor’s degree in an engineering/technical related field or equivalent experience.
  • Able to articulate value of larger Rockwell Automation application value, without the need to demonstrate individual products with hands on demonstrations
  • Strong solution and application expertise, and related demonstrated sales experience.
  • Able to apply low voltage drive and motion solutions within an automation and network environment that provide a competitive advantage. Key skills include:
  • Understanding and knowledge of mechanical systems, rotating loads and inertia’s etc.
  • Implications on safety through driven and rotating machinery – i.e. when risk assessments are required and interpretation of safety function within the drive and control environment.
  • Knowledge of motor types, suitability for VSD operation and eco design changes.
  • Proven experience of applying Drive and Motion technologies in machine and system solutions.
  • Installation understanding and knowledge for physical mounting and appropriate connectivity to minimise EMC and other drive induced issues.
  • Broad understanding of supply networks, harmonic analysis and mitigation approaches for nonlinear loads.
  • Good understanding and ability to work within a digital control/network control environment including RA Logix based systems and tools such as Studio 5000 and support customers with integration issues. Sound understanding of motion commands and instructions also desirable.
  • Fluency in native language and strong command of English (written & spoken).
  • Ability to work with and gain confidence of senior level personnel (internal and external) in a highly collaborative, matrixed stakeholder organization.
  • Ability to resolve complex issues in creative and effective ways.
  • Ability to align and influence critical stakeholders.
  • Strong support of customer centricity. Understands the importance of demonstrating concern for satisfying customers. Passionate about developing goals to improve our customer experience.
  • Ability to set, be accountable for and achieve challenging targets.
  • Ability to influence, empower, coach and motivate others.
  • Ability to adapt communication style and messaging to different audiences.

Temperament:

  • Show confidence and composure when presenting to audiences of differing levels of an organization, including executives
  • Exhibits strong teamwork, customer service and organizational skills.
  • Acts courageously by sharing viewpoints openly and directly with others, providing relevant and timely information and feedback, as required.
  • Retain and convey a positive attitude in challenging circumstances.
  • Maintain a positive demeanour during periods of uncertainty, conflict and stress.
  • Remain open to ideas; integrates multiple perspectives in decision-making.

Information Processing Capability (Factors of Complexity):

  • Exercise judgment within defined procedures and practices to determine appropriate action.
  • Leverage business insights in proposing solutions and facilitating change.
  • Manage multiple priorities and projects simultaneously, ensuring stakeholder expectations are managed appropriately.
  • Ability to manage competing demands, accept criticism and constructive feedback, while being extremely adaptable and flexible.
  • Seek out and embrace relevant perspectives when assessing a situation or making a decision and demonstrate clear understanding of multiple viewpoints.
  • Distil information from disparate data sources and the capability to tell the ‘story’ behind it, as well as recommendations for next steps.

Accepts Role Requirements:

  • Influence and operate across a highly matrixed organization.
  • Demonstrate enthusiasm for relationship building and partnership across the organization at all levels.
  • Values working in a team-oriented culture and building consensus with stakeholders before making key decisions.
  • Actively pursues personal continuous learning, development of skills and knowledge in job-related technical and professional areas.
  • Actively participates in calls and meetings via phone or in-person, as needed.
  • Travel to customers within assigned geography will be required.

Key Performance Metrics:

  • Achieve AOP order & sales targets for the assigned territory, products, and services
  • Pro-actively close identified skill gaps
  • Continually develop technical capability, while staying abreast of products

Direct Reports: N/A

Emphasis Areas:

Needs the ability to have a deep understanding in the following one or multiple areas – Up to Two areas

  • Mechatronics – Focus on CIP Motion (Kinetix, PowerFlex, ICT, Linear Motion)
  • Must eligible to work in country of hire.

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Job Detail

  • Job Id
    da3ac17c913e660a
  • Location
    Aberdeen
  • Company
  • Type
    Private
  • Employment Status
    Permanent
  • Positions
    Available
  • Career Level
    Experience
  • Gender
    Male/Female

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