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Connected Services Application Consultant – EMEA Tel Aviv-Yafo

Tel Aviv-Yafo
2021-05-30 08:00:57
Connected Services Application Consultant – EMEA Tel Aviv-Yafo
Job Description

The Application Consultant resource is responsible to engage with customers presale, sales, specialty sellers and act as a liaison to other domain experts and delivery organizations to lead delivery engagements and better understand scope requirements. The resource acts as the commercial team’s subject matter expert for the customer, sales organization, and Business Unit and leads engagement requirements of related products and comprehensive delivery offerings from RA, partners, and competitors in designated focus areas.

Where the Application Consultant is not the domain expert they will liaise with and be supported by SMEs within other parts of the business. It is expected the Application Consultant will leverage these resources providing a “one-stop-shop” SME experience to the commercial and client teams on a pursuit. Key skills include being collaborative in nature, organized with conducting the flow of knowledge between teams and able to assimilate technical... concepts quickly in order to assess and architect the SOW during the sales process. Project Management / coordination experience a key advantage in additional to the required technical skillset.

The Application Consultant is a deeply technical and customer facing coordinating resource for Rockwell Automation technology, products, services, and solutions within their area(s) of expertise, capable of articulating capability, defining scope and benefits of portfolio to customers. They deliver, lead and manage commercial offer, presales support, and is a trusted advisor to the sales organization and channel. They are responsible for technical support in pre-sales activities and support bid offer activities for a specific range of products, services & solutions within a defined geography.

For connected services offerings focused in RA Portfolio are aligned to the below technologies:
• OT Cybersecurity Assessments and solutions – ISA/IEC 62443-2-4, 62443-3-2
• OT MSP (Managed Service Provider) – ISO 27000 Series
• Virtualization & Hyper-Converged Design / Implement – Industrial Data Center
• Industrial Network Assessment / Design / Deploy – CPwE (Converged Plantwide Ethernet)
• Partner offerings, including Cisco, VMware, Claroty, Panduit, etc
• IaaS (Infrastructure as a Service)
• Cloud Infrastructure Models
• Machine Safety Services

Key Responsibilities:
• Lead scope definition, articulate differentiators and values versus competition for designated product, service or solution
• Knowledge of the industry strategies, familiarity with outcome-based selling.
• Understands the business drivers and KPI’s of the customer.
• Work with Sales, Consultants and Specialists to assess and respond to IT/OT, engineering, consulting, project and support services opportunities
• Understand the customers need and be able to position and quote a desired outcome for a solution
• Management of the process from Bid Request, Information gathering, Scope definition, Solution design and costing, and Approvals – Collaborate with Sales, Solution Consultants, Sales Specialists, Engineering, Services, and your peer proposal teams regional/global.
• Demonstrate the ability to expand the scope of solutions requested by incorporating the full portfolio of Rockwell Automation offerings, including but not limited to: Connected Services, Process/Power & Control/Information Solutions, Packaged Power, and local Field Labor.
• Makes full use of Global estimating tools and Global Engineering Center Proposal resources
• Advise Consultants and/or Sales on proposal generation, validation, and presentations for executive level customers
• Share insights with regional and global peers.
• Understand business models, organization, and go to market strategy, leverage where appropriate
• Knowledge of industry strategies, familiarity with outcome-based selling.
• Managing specialized work efficiently, with confidence and competence
• Requires above average attention to details, concern for the exact correctness of work, and strong commitment to tasks completed on time
• Take work seriously, has a strong sense of duty, and is disciplined
• Somewhat faster-than-average pace will be the norm for this position
• Detailed, specialized work is the major focus
• Job entails clearly defined work, responsibilities, and reporting relationships, ongoing and thorough training opportunities to develop expertise and increase confidence, and frequently expressed appreciation of the person’s competence, conscientiousness, and loyalty.
• Provides security in a stable work environment, allowing individual to plan for, focus on and complete tasks on hand
• When changes in the nature of the work occur, the individual will receive direction, training and support
• The position will generally be task oriented, requiring someone with a conservative, careful, and cautious approach to work

Job Characteristics:
• Unambiguous work direction
• Completing tasks from start to finish
• Concern for getting work done on time and correctly
• Extremely task-oriented
• High standards of quality and accuracy
• Adhering to established guidelines and procedures
• Requires high degree of information gathering before making decision
• Must be comfortable in making decisions in area of specialty or expertise
• Reserved, factual, formal and sincere communication
• Look to management for direction in areas outside of expertise
• Strong follow-through on delegated tasks and assignments
• Following established policies and procedures and expects other to do the same
• Leads by example is the technical expert in the area and does work required of subordinates

Skills, Knowledge, Experience and Education
• Bachelor’s degree in an engineering/technical related field or equivalent.
• 8+ years pre-sales, direct sales or consulting experience as an estimator, proposal engineer or other contract, project or application engineering focused position
• Demonstrated understanding of larger Rockwell Automation application value including knowledge in Automation products including PLC, Standard Drives, Software, Networks and ideally good knowledge of third party products
• Good application and industry knowledge
• Demonstrated ability to work in a challenging environment with both internal and external customers
• Strong solution and application expertise, and related demonstrated sales experience.
• Fluency with native language and strong command of English (written & spoken).
• Ability to work with and gain confidence of senior level personnel (internal and external) in a highly collaborative, matrixed stakeholder organization.
• Ability to resolve complex issues in creative and effective ways.
• Ability to align and influence critical stakeholders.
• Strong supporter of our customer centricity. Understands the importance of demonstrating concern for satisfying customers.
• Passionate about developing goals to improve our customer experience.
• Ability to set, being accountable for and achieve challenging targets.
• Ability to influence, empower, coach, and motivate others.
• Ability to adapt communication style and messaging to different audiences.

• Show confidence and composure when presenting to audiences of differing levels of an organization, including executives
• Exhibits strong teamwork, customer service and organizational skills.
• Acts courageously by sharing viewpoints openly and directly with others, providing relevant and timely information and feedback, as required.
• Retain and convey a positive attitude in challenging circumstances.
• Maintain a positive demeanor during periods of uncertainty, conflict, and stress.
• Remain open to ideas; integrates multiple perspectives in decision-making.

Information Processing Capability (Factors of Complexity)
• Exercise judgment within defined procedures and practices to determine appropriate action.
• Leverage business insights in proposing solutions and facilitating change.
• Manage multiple priorities and projects simultaneously, ensuring stakeholder expectations are managed appropriately.
• Ability to manage competing demands, accept criticism and constructive feedback, while being extremely adaptable and flexible.
• Seek out and embrace relevant perspectives when assessing a situation or deciding; demonstrate clear understanding of multiple viewpoints.
• Distill information from disparate data sources and the capability to tell the ‘story’ behind it, as well as recommendations for next steps.

Accepts Role Requirements
• Participation in global affinity teams to share application and pursuit experience with Global Domain Experts
• Influence and operate across a highly matrixed organization.
• Demonstrate enthusiasm for relationship building and partnership across the organization at all levels.
• Values working in a team-oriented culture and building consensus with stakeholders before making key decisions.
• Actively pursues personal continuous learning, development of skills and knowledge in job-related technical and professional areas.
• Actively participates in calls and meetings via phone or in-person, as needed.
• 25% – 50% travel to customers within assigned geography required.

Key Performance Metrics
• Support key business growth objectives (Achieve AOP order & sales targets for specific products)
• Ensure all proposals are compliant with PARB / Internal RA approval processes
• Provide accurate and professional proposals (On time / Win Rate / Hit Rate)
• Pro-actively close identified skill gaps
• Continually develop technical capability, while staying abreast of products
• Maintain Frontlog X times to AOP
• On time proposal / Win Rate / Hit Rate

This position is part of a job family. Experience is the determining factor.

#LI-MM1 #lifeatrok
Tel Aviv-Yafo Israel
Connected Services Application Consultant – EMEA Tel Aviv-Yafo Rockwell Automation Tel Aviv-Yafo
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