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
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
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
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.
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.
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
a. Target Customers
b. Trade Associations
c. Standards bodies
d. Channel partners – distributors, consultants, CPB, OSI