Digital Solutions Consultant

Description

The company is a global technology leader that helps manufacturers become more productive, sustainable and agile, and employs more than 28,000 people.

This pre-sales role focuses on Process Optimization, Model Predictive Control (MPC) and Advanced Process Control (APC). You support the sales cycle through customer discovery, technical qualification, Benefits Studies and solution scoping.

Understanding customers' industries and applications is essential. You work with Sales and cross-functional colleagues to turn process findings into credible value propositions that help customers make sound investment decisions.

You report to the MPC Sales Manager. The role is remote and requires travel to customer sites.

Responsibilities

• Engage customers, run technical discovery, qualify opportunities and coordinate pre-sales work on MPC and APC deals.
• Assess application fit, current control capabilities and whether the process data needed for evaluation is available.
• Help Sales qualify deals commercially using MEDPICC, BANT or another suitable framework.
• Clarify with Sales and customers the business problem, operating goals, decision criteria and requirements for judging the company's MPC solutions.
• Lead Benefits Studies to size potential gains and build business cases tied to the customer's operational drivers.
• Hold process discussions and customer interviews to learn about current operations, challenges, bottlenecks, constraints and operating KPIs.
• Review PFDs, P&IDs and operating procedures to judge MPC/APC suitability.
• Lead analysis of historical process and quality data to set baseline performance and find optimization potential.
• Record the assumptions and data limits behind benefit estimates.
• Turn assessment results into a recommended scope, engineering estimates and a bill of materials, stating requirements, assumptions, boundaries and exclusions.
• Own the end-to-end proposal process: develop, review, approve and deliver proposals to company standards and customer needs, working with delivery on feasibility, scope and timeline.
• Hand over the agreed scope and findings in writing. Functional design, implementation and engineering standards stay with delivery.
• Give technical presentations to direct and indirect sales that raise awareness of the company's MPC solutions, set the application apart and shape proposal wording.
• Present Benefits Studies and business value to operations and business audiences, answering questions, technical objections and scope points.
• Work with Sales Management to prioritize strategic pursuits and coordinate cross-functional pre-sales work that moves decisions forward and supports quarterly and annual order targets.
• Keep current on MPC/APC applications, manufacturing processes, industry practice and changing customer needs.
• Create sales enablement and training materials such as presentations, application data sheets, ROI calculators, case studies and application papers.
• Feed application insights into go-to-market discussions and pass customer requirements and deployment feedback to Product Management.

Requirements

• Essentials: a bachelor's degree or equivalent years of work experience.
• Essentials: legal authorization to work in the U.S.
• Essentials: ability to travel 40% of the time.
• Essentials: a valid driver's license.
• Preferred: typically 5+ years of experience in manufacturing operations or supporting manufacturing customers.
• Preferred: industry experience in CPG, Mining & Cement, Chemicals or Oil & Gas, which is also considered.
• Preferred: knowledge of MPC/APC, process optimization, PFDs, P&IDs and control strategies.
• Preferred: experience leading complex, cross-functional pre-sales pursuits in global organizations.
• Preferred: familiarity with advanced analytics, including AI, machine learning or neural networks.

Conditions

Remote work, with travel to customer sites required.

The company will not sponsor employment visas, now or in the future, for this opening.

This position is part of a job family, and experience determines level and compensation.

The company is an equal opportunity employer, including disability and veterans.

Benefits

• Medical, dental and vision health insurance.
• 401k.
• Paid time off and volunteering time off.
• Parental and caregiver leave, plus a maternity and parental leave top-up.
• Flexible work schedule, set with your manager around your personal life.
• Health Care Spending Account, depending on the plan chosen.
• Employee Assistance Program.
• Retirement plans, including employer savings plan matching (RRSP, TFSA and EPSP) and an employer-paid DC pension.
• Fitness reimbursement program.