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We aim to be trusted advisors to our customers by delivering tangible value through the use of modern industrial software solutions. We build lasting partnerships through deep collaboration as we work to solve business challenges together.
Emerson's Machine Automation Solutions business is an award-winning manufacturer of PLC control systems, Industrial Computers, HMI/SCADA software, Analytic solutions and IIoT technology.
Over the last 25 years, our exciting software offering has been based on the latest product technology know-how, customer service, quality and professionalism. Today, the Movicon.NExTTM software platform stands alone as a modern IoT, HMI, SCADA, Analytics and Augmented Reality offering using the latest development and communication standards. Our is mission to offer nothing but the best in advanced industrial software technology.
Our PACSystemsTMoutcome optimizing controllers were the world's first and have opened an exciting door into a new era of edge control. From small/medium PLC applications in discrete applications to high performance and high availability systems in hybrid and process industries, we have the right control solution for our customers. When combined with our PACMotionTM servo and VFD technology we are able to offer high end machine control solutions
This is a fast-paced commercial matrix leadership role that drives growth in industrial software solutions. You will work as the software solutions leader across the regions in a matrix organizational structure. You will lead, help and mentor the sales organization in the regions to deliver the business objectives.
You will create the regional software solutions strategic growth plans and lead the execution thereof. You'll be expected to lead and manage your matrix team to achieve the goals of the region. This includes ensuring existing customers are serviced, and new customers are identified, developed and activated.
Candidates must have the ability to work with manufacturing customers to understand their objectives and conceptualize solutions. Candidates should be comfortable selecting technologies, architecting systems, helping to define project scope, schedule, as well as roughly estimating solutions cost and time
Candidates must have the ability to work independently, as well as in a collaborative environment.
You will solve customer challenges by working with the supporting functions in the global organization and headquarters.
You'll keep abreast of rapidly emerging industrial software, control systems, Industry 4.0, and other technologies. You will act as an adviser and partner to customers as you help them implement these new technologies to change their business models and drive new outcomes.
You will drive specification and implementation of our software solutions by working closely with end users, OEM's, EPC's and system integrators. You will also partner with other Emerson business units to drive growth.
You will lead your matrix team to sell software solutions into an exciting variety of industries such as tunnels & metros, food & beverage, life sciences, water & wastewater, power, green energy, chemicals, oil & gas and discrete manufacturing, electronics, telecommunications, warehousing, building management, materials management, machine builders and Industry 4.0 solution companies. This wide exposure will help your expertise and career opportunities grow.
If you view yourself as exceptional software solutions sales leadership talent, then please apply.
The most critical job tasks and areas of accountability for the position are:
- Accountable for software solution orders, including forecasting and reporting
- Achieve growth sales targets for the region
- Manage the regional software solution pipeline creation, management and analysis
- Identify key target accounts
- Early-stage business development and vendor pre-qualification as may be required
- Matrix leadership of the sales team. Help them to find and win new customers.
- Strategic planning and leadership of tactical execution
- Participate in defining regional campaigns, initiatives and necessary KPI's
- Support Distribution partner ecosystem to grow software sales
- Assisting the marketing team with campaign and activity planning as well as execution
- Adopting and leading the implementation of Solution Selling
- Deal negotiation & closing
- Account planning and management
- Interacting with marketing & product managers to provide feedback on market, or customer, needs and dynamics
- Exclusive use of Salesforce.com CRM for opportunity management, quoting and orders forecasting
- Strong sales and business development skills
The candidate will have completed studies in either Control Systems / Mechanical / Chemical / Computer Science / Electrical / Electronics / IT / Computer Programming.
Engineering Degree – BTechEng / BEng / BSc / BScEng
Technical College Diploma or Advanced Diploma
Approximately 10 years of experience in a software and solutions sales role. An additional 5 years in a sales leadership role, preferably in industrial software and automation.
Experience in selling Manufacturing and Supply Chain solutions to customer executives (CxO / VPs)
Competitive awareness and a working knowledge are required in modern discrete and hybrid automation technology products, such as:
- HMI / SCADA software
- Management Information System (MIS) software
- Communication drivers and connectivity solutions
- Augmented Reality
- Cloud and EDGE computing
- Industrial IIoT
- Programmable Logic Controllers (PLC's)
Growing in the software and software projects business is the key focus of this role. Experience is necessary in the following types of industrial software offerings:
- Management Information Systems (MIS)
- Overall Equipment Effectiveness (OEE) systems
- Energy Management
- IoT and Cloud Solutions
- Augmented Reality
- Connectivity and Data Management Solutions
- Recipe Systems
- Statitical Process Control (SPC)
- Smart manufacturing
- Lean Manufacturing solutions such as ANDON, Error-proofing, etc
- MES experience would be advantageous
- Digital Transformation
Growing in large PLC & SCADA automation project services is a key focus. The software and solutions leader is expected to guide his matrix team to grow the projects business. The following leadership working knowledge is essential:
- Good understanding in industrial / manufacturing industry value chains
- Solution selling methodology (pain, solution, differentiation, competition, strength of sale)
- Tender processes
- Supplier prequalification
- Scope of work definition
- Project terms & conditions of contract
- Identification & planning of billing milestones
- Negotiation and deal closing skills
Occupational Health and safety acumen
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