Job description:
Customer facing staff responsible for winning business. Develops operational plan for own department. Contributions to plan of the larger unit.
Role Summary/Purpose
The Application Solution Architect acts as a conduit to identify and share current and emerging customer technical needs to improve the tactical and strategic positioning of our products.
The Bently Nevada Technical Sales specialist has two main functions.
Provide technical depth to the regional sales teams during discovery and qualification of an opportunity. Engage with customers where warranted, to explain “how” Bently Nevada technology does what it does and “why” Bently Nevada is the best option whether through a solution/outcome model (e.g. % improvement in unplanned downtime), a specific machine application (e.g. RECIPs) or across an industry vertical (e.g. Fertilizers).
Essential Responsibilities
The ASA demonstrates best practice on HSE policies. Starts each meeting with a Safety moment, follows the company guidelines and advocates them.
The ASA inspires his/her colleagues with a positive attitude and a go-get, hungry sales appetite.
ASA´s show a high level of integrity and ability to deal with all people.
Business Development for specific applications, markets or products
Besides being an expert in all Bently Nevada products and solutions, each ASA takes on the role to be the expert under experts for a specific product or solution. Assist regional sales management with developing and executing product or application specific sales strategies. Support HQ competitive assessment activities as in-region point person. Support the implementation of NPI projects and feeding back services and product line with gained experience to improve product maturity and dissemination of knowledge. The ASA alerts the Sales Director on market or competitor threats he/she identifies. The ASA comes up with new business ideas and innovations for the assigned products and/or applications. Identify, plan and execute Promotion activities for specific products or applications. Ie. Exhibition attendance, Conference Paper presentation. Generate Promotion material like Success-stories, articles.
Subject matter expert support to Sales Managers, ITO and CSR
Solution design creation & optionality with articulation of pros/cons from buyer and seller perspective. Leverage collaborative use case workshop models during discovery and qualification to achieve maximum alignment of portfolio offer with customer pain points. Support commercial organization with critical opportunity ToC (Table of Compliance) and FEED specification creation as needed Develop engineering and installation technical work scope, schedules and support cost estimates to facilitate offering in area of expertise (e.g. RECIPs) Educate Sales, Services and ITO team on latest technology, through trainings & workshops
Customer interfacing support
Conduct full-form customer discovery workshops for key accounts/opportunities to uncover enterprise opportunities Conduct site walkdowns and asset condition monitoring solution assessment surveys Support creation and delivery of a Machinery Action Plan with customer value proposition through consultative and advisory model Deliver technical presentations and demos at conferences and trade shows Contribute to Key and Major Account strategies. Support FEED study activities by Global Projects.
Qualifications/Requirements
Bachelor’s Degree in an engineering discipline.
Minimum of 4 years relevant experience in Oil & Gas and/or Power industry.
Minimum 2 years of relevant experience in Rotating/Reciprocating Asset Condition Monitoring space in area of solution design, architecture and/or deployment.
Demonstrate excellent understanding of modern maintenance methodologies (PM, PdM, RCM, RBM, RAM, TPM, etc.) for plant mechanical and electrical equipment.
Desired Characteristics
Strong presentation and creative problem-solving skills
Demonstrated oral and written communication skills
Strong outcome/solution/strategic selling mindset
System of Systems thinking
Keen understanding of project cycle and toll gates
Ability to communicate at all levels of the organization.
Ability to travel on short notice across the region and for 50% of the time.
Fluent in Russian and English written and oral, including technical terminology.
