Consultant, Presales - IV

Description

Over 90% of leading industrial companies rely on the company's software.

The company is a global industrial software provider with more than 6,500 staff in over 40 countries.

Its tools help enterprises deliver energy, infrastructure, chemicals and minerals projects more safely and efficiently.

You would join the commercial team of over 2,000 people, including industry experts, solution architects, sales, support, success managers and business operations staff, who work to understand customer needs and tailor solutions.

Responsibilities

• Qualify leads to drive revenue through the engineering portfolio.
• Learn the engineering portfolio well enough to position it for digital delivery of EPC projects.
• Talk with prospects to pinpoint their specific needs and problems, then design fitting solutions.
• Explain the three whys to prospects: why act at all, why act now, and why this company.
• Build engineering data, run demos and proof-of-concepts, and shape solutions independently from scratch.
• Help write concise proposals that answer each prospect's specific needs.
• Present the value of the solutions at presentations, workshops, industry events and seminars.
• Help define standards.
• Earn and keep customers' confidence and respect as their go-to technical expert.
• Lead pursuits from a technical standpoint.

Requirements

• Engineering degree, or a comparable professional qualification or equivalent experience.
• 10-15 years working directly in EPCs, owner operators, or capital project design and execution.
• 7-10 years of hands-on work with engineering solutions such as unified engineering or project execution suites, or similar industrial tools.
• 7-10 years of experience and knowledge in oil and gas, marine, mining, chemical, power and utilities, or infrastructure.
• 5-7 years in presales, business development, field services, or customer support.
• Proven track record with technical presentations, demonstrations and proposals.
• Excellent written and verbal communication, including oral presentations at events and speaking engagements.
• Strong consultative selling and selling across a complex portfolio.
• Works well with peers and colleagues in other teams.
• Able to manage your own time and juggle several commitments, possibly competing, at once.
• Able to sell design solutions that improve efficiency across procurement, construction and commissioning.
• Strong problem-solving; can investigate prospects' needs with little guidance.
• Good IT skills: software installation, SaaS and cloud, REST APIs, integration.
• Desired: Build strong client relationships and always deliver top-level service and professionalism.
• Desired: Work with sales to find opportunities, support every stage of engagement, and make sure proposed solutions are feasible and match the company's strategic goals.
• Desired: Thrive in a dynamic team, staying flexible in using and developing personal and technical skills to boost team efficiency.
• Desired: Coach and mentor junior staff.
• Desired: Willing to travel within the US and Canada and occasionally abroad for presales work.

Conditions

Job title: Senior Principal Presales Consultant.

Full-time employment.

Hybrid working: most roles are based at a local office with on-site presence about 50% of working hours; some roles are fully office-based, and some roles supporting specific customers or markets may be remote. The arrangement for this role will be confirmed during hiring.

The pay range shows the minimum and maximum; actual pay may vary within it based on location, experience, skills, and education or training.

If hired in multiple countries, the US benefits apply to the primary location; packages elsewhere vary by country but are similarly comprehensive.

The company is committed to recruiting people with disabilities; tell us in advance if you need reasonable support during the application process.

Benefits

• Flexible working hours.
• 20 days PTO, rising to 25 with service.
• Three paid volunteering days.
• Primary and secondary parental leave.
• Well-being support.
• Medical, dental and vision cover, plus a 401K.