Sales Engineer (Industrial Automation - OEM market)

Job description

We are currently seeking a professional to join Schneider Electric as Sales Engineer (Industrial Automation – OEM market)

Location: Selangor, Malaysia


In this role, you will

· Profile

a. Industrial Automation expert with strong ability to build optimized architectures fitting the needs of the customer. Underlying this ability is a broad technical knowledge in terms of:

i. Tested Validated and Documented Architectures (TVDAs)

ii. Automation technology (Local geographical standards, understanding of

Automation system issues, competitors)

iii. Networks (Principles, connectivity, limitations, performance)

iv. Industry Business Hardware & Software platforms (Flexible Machine

Control)

v. Industry Business installed base offer: migration from and interconnection

with the Industry Business legacy offer.

b. Solid commercial attitude which allows the Sales Engineer:

i. To understand the customer and their business

ii. To propose an optimum architecture according to the customers needs

providing a clear explanation to the OEM customer the strengths and

weaknesses of the solutions communicating the differentiating elements in

a simple and convincing way.

c. Strong and open competency to communicate with Application Design

Experts, Product Experts, System & Architecture Expert peers

2. Mission

a. Provide expert sales management on automation architectures to OEM

customers based upon the Industry Business offer.

i. Obtain detailed requirements and constraints from the customer, assist the

customer in defining the best implementation (validate, optimise and

differentiate) of the selected platform architectures. ii. Select the most appropriate TVDA architectures to meet the customers'

requirements. Adjust and optimise the architecture(s) most appropriately to

meet the customers' needs.

iii. Explain the technical advantages and disadvantages of the proposed architecture(s).

b. Create value and differentiation by providing system & architecture expertise to OEMs, where relevant (pre-project consultation, feasibility study, audit…) in a “for-a-fee” mode. Work with a Flex-Center (when possible) to create a technical support type contract.

3. Main Activities

a. Provide effective sales management.

i. Visit customers following their requests

ii. Within the requirements and constraints of the functionalities of the

solution/application under scrutiny, recommend a competitive architectures

and recommend system implementation which optimally meets the

customer needs & requirements

iii. Introduce and promote the complete Industry Business Architecture offer in

terms of strengths and weaknesses and possibilities.

iv. Build demos to help the customer visualize the main solution concepts

(proof of concept (POC))

v. Work closely with PEs (Product Experts) and ADEs (Application Design

Experts) locally and within the community in order to provide the customer

with the best solution.

b. Actively detect and follow up leads to reorient towards billable pre-sales /

pre-project services, such as pre-project consultation project, feasibility

studies, site audits.

c. Work with Industry Business Solutions Marketing, product Business Units to

enhance Industry Business product, system & solution offer.

d. Coach & mentor junior colleagues.

Working relationship

Reports to: Located within Country Sales organization in order to be close to the Customers and Sales organisation, and must remain in close contact with the Country Solutions Marketing organization, Product Experts, and Application Design Experts. Every SAE reports indirectly to the Machine Solutions SAE Program Management team through the SAE Manager.

1. Internal

a. Country Sales organization

b. Country Solutions Marketing organization

c. Product Experts

d. System and Architecture Experts (SAE)

e. Machine Solutions ADE Program

f. Industry Business Marketing and Development Teams

2. External

a. Target Customers

b. Trade Associations

c. Standards bodies

d. Channel partners – distributors, consultants, CPB, OSI

Desired profile

Qualifications :

To be successful in this role, you should meet the following requirements:




* Candidate must have relevant experience in designing solution architectures

in the Industry Business system platforms focusing on OEM customers

* Minimum 3 years of relevant experience in designing and/or problem solving /

sales in industrial automation

* At least a degree in engineering (Electrical/Mechatronic/Automation)