Solutions Consultant
Warsaw, MAZOWIECKIE, Poland
2 d. temu
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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.

    Candidate Profile

  • 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)
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