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Design solutions to drive safe living and quality of life
Job role :
Reporting Relationships : The Solutions Consultant will report to EMEA Solutions Consultants Director Honeywell Connected Plant
The Solutions Consultant is responsible for supporting sales in his region to develop adoption of Honeywell Connected plant solutions.
He / She will work with the regional sales, global Product Managers, the Proposal & Estimates team, the EMEA HCP leadership to identify, develop & convert Connected plant opportunities in his region.
The successful candidate will have the right balance of technical & commercial skills to successfully lead this role. He should demonstrate a passion for winning, an ability to think big & make it happen, an entrepreneurial mindset, the flexibility to cope with change, creativity and the drive to deliver stretched targets in a dynamic environment.
Strategic objectives of the EMEA Solutions Consultant team :
Become the sales partner for complex connected deals
Lead the consultative selling approach for outcome based connected programs (diagnostic, value proposition)
Identify / create innovative opportunities (e.g., new go to market approaches, value propositions)
Consolidate pole experience in connected engagements (value delivered, lessons learnt, customer segmentation, etc.)
Influence future connected offering development
Identify and suggest future offerings required to evolve our value propositions, connect with connected product owners
Suggest new contractual models & go-to-market to drive growth
Support marketing in defining critical messages for the market in driving operational excellence through HCP offering
Develop a talent engine for Honeywell Connected Plant
Groom a strong team of future HCP connected leaders for the organization
Support the wider HCP transformation into the Connected business & operating model
Share best practices & successes across HCP
Solutions Consultant Responsibilities :
Connected Opportunity value proposition & architecture ( 50% of time)
Lead customer early engagement with sales team (e.g., bid assessment)
Lead diagnostic effort and articulate value proposition, high level solution architecture
Identify potential opportunity to expand value from initial scope
Support sales BDM in coordinating detailed technical proposition
Business development (20-30% of time)
Develop innovative Go-to-Market approaches and test them with customers (e.g., customer segmentation, etc.)
Identify potential new opportunities based on industry knowledge, best practice from the pole or other poles
Support sales in pipeline development (e.g., demo, conference)
Value delivery follow-up & feedback to product owners (10-15% of time)
Track value delivery of on-going contracts and consolidate (sometimes build) case studies
Provide feedback to product management team on identified improvements or ideas to enhance value proposition (e.g., features, contractual models, VOCs, etc.)
Internal Connected Transformation agent (10-15% of time)
Support pole sales and overall organization to shift from base business focus to connected business champions
Share best practice & case studies
Conduct webex / training (when required)
The Solutions Consultant will be the focal point for the above responsibilities in his region and will be required to support other regions when & if necessary in EMEA.
This role will require to develop & present technical knowledge across the HCP portfolio and emerging Connected & Analytics technologies in the market.
It will also require business consulting skills to diagnose customer operations performance, identify operation excellence levers, estimate impact on plant EBITDA and develop a value proposition to address that.
The successful candidate will have a minimum of 10 years of experience that could include a combination of sales roles, consulting role, engineering roles.
The successful candidate will be expected to be a high-energy, creative and resourceful self-starter who demonstrates leadership skills and instincts.
He / she is highly intelligent and enthusiastic with a commitment to excellence. In terms of personal competencies, the successful candidate must be a hands-
on person who possesses the best combination of strategic thinking and drive to achieve tangible business results.
Leadership : A confident, mature person with the ability to connect and inspire others. A proven track record of leading projects and teams that successfully achieve milestones and complete deliverables.
Also, a proven track record of attracting, developing and leading a world class organization
Results-Oriented : A driver who possesses the ability to take actions and implement effective solutions in a timely manner
Problem Solver : A creative yet pragmatic problem solver. Methodical and hands-on as well as detail-oriented
Strategist : the Successful candidate should be able to develop strategies to grow the business with his existing customers (develop roadmap for expansion of value) and drive adoption with new customers
Teamwork and Interpersonal Skills : A team player and builder, receptive to ideas from others. Shares information and keeps team members and partners informed.
Works effectively with others to identify and resolve issues. Excellent interpersonal skills and an ability to interact successfully with all levels of management as well as a diverse work force
An undergraduate degree in, business or technical discipline is required. An MBA is highly desirable
The ideal candidate would have worked for a combination of an Automation / industrial company and a Consulting company (System integrators, management consultancies)