Description
We dont just sell technology. We offer solutions to tomorrows challenges and delivering tangible outcomes. Our opportunity approach begins by identifying customer demands before they become challenges. Were committed to delivering customer success through our comprehensive expertise in software and your recognized subject matter expertise to influence customers toward Honeywell solutions. You will provide both external and internal consultations and will help Honeywell teams develop and maintain the right product messaging customer support and training. You will drive cross-functional alignment to customer needs. You will participate in pursuit strategy planning and customer negotiations. You may consult prospective users on product capability. You may provide valuable input for product development.
Key Responsibilities
Business Development
o Identifying customer challenges and driving outcome-based solutions with defined value propositions
o Building a strong qualified pipeline for enterprise pursuits across customer centric outcomes
o Support the organization in framing existing use-cases for business optimization.
o Prepare & lead customer presentation for a C- level audience as well as technical plant manager/ process engineering audience including value potential prioritized value levers solution components and integrations support & value sustaining methods.
o Work closely with & support the broader Sales organization across Honeywell
Lead Proposal Development
o Work with vertical consultants product engineering and broader support organizations to successfully deliver proposals.
o Understand/ assess customer requirements/ definition of success and fit with their overall digital transformation objectives.
o Develop a value prop leveraging the entire Honeywell Connected Industrial portfolio (e.g. APC plant wide optimization simulation blending optimization energy efficiency optimization Asset Performance Management UOP unit optimization etc.) and any non-technical requirements (e.g. change management operator training workflow transformation etc.)
o Present & promote the developed solution to the customer stakeholders addressing their challenges & particular objectives.
Lead Diagnostic Workshops & Studies
o Lead diagnostics at customer sites. Understand their current practices potential value from digital technology & deployment constraints.
o Identify collect analyze customer historical data and develop hypotheses.
o Conduct customer workshop to frame a gap analysis.
o Develop recommendation and an improvement roadmap.
o Consolidate & present a report (word & ppt)
Become an Internal Transformation Agent
o Support development of standardized value propositions
o Develop and conduct best in class sales training to the broader sales & consulting community.
o Review & analyze growth opportunities through additional product development
o partnership and integration with other Honeywells product families
o Prepare & lead external webinars.
YOU MUST HAVE
Bachelors degree / equivalent in Engineering with significant experience in the field.
At least 15 years of experience in the Oil & Gas Refining or Petrochemical industry in particular - plant operations / process.
Should have undertaken or must have been a part of a consultative led opportunity creation and closure aligning with the right stakeholders in customer organization.
Fair knowledge and experience in advanced software solutions as applicable to the industry verticals (Advanced Process Control Simulation Asset Management Expert Systems Analytics Artificial Intelligence etc.).
WE VALUE
Demonstrated ability to develop and foster strong customer relationships.
Fair knowledge of Honeywell and competitor platforms products and technologies
Experience in outcome-based domains like Process Optimization reliability sustainability
Experience in technical writing and preparation of proposals
Strong verbal and written communications skills
Familiarity with industry regulatory requirements and future mandates
Ability to achieve results through influence in a matrixed team environment.
Ability to communicate effectively across language and cultural barriers.
We are an equal opportunity employer and value diversity at our company. We donot discriminate based on race religion color national origin gender sexual orientation age marital status veteran status or disability status.
We will ensure that individuals with disabilities are provided reasonable accommodation toparticipate in the job application or interview process toperform crucial job functions and toreceive other benefits and privileges of employment. Please contact us torequest accommodation.
Required Experience:
Contract
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