Digital Solutions Sales Consultant

1 month ago

Montreal, Canada oilandgas.org.uk Full time
Digital Solutions Sales Consultant - Energy Industries

At ABB, we are dedicated to addressing global challenges. Our core values: care, courage, curiosity, and collaboration - combined with a focus on diversity, inclusion, and equal opportunities - are key drivers in our aim to empower everyone to create sustainable solutions. Write the next chapter of your ABB story.

This position reports to

Service Manager

Your role and responsibilities

Join our dynamic Canadian Sales team in the Process Automation Energy Industries sector, where you'll support customers throughout the entire digital solution sales cycle. You'll drive market awareness, articulate ABB's value proposition, and transform customer needs into successful digital solution orders. Your role will involve consultative selling, preparing technical proposals, pricing, and delivering product presentations and demonstrations. You'll be a key technical resource for our Asset Performance Management and Sustainability digital offerings, reporting directly to the Director of Digital Innovation & Technology.

Responsibilities:
  1. Creates and executes local customer engagement plan to grow market awareness and sales engagements. Proactively collaborates and plans with Sales organization on target pursuits and pursuit strategies.
  2. Utilizes consulting skills to seek out, understand and analyze customer needs. Engages clients early in buying cycle and leverages the existing business network to introduce ABB's APM & Sustainability digital portfolios.
  3. Expand ABB's relationships beyond Automation into Maintenance/Reliability and Sustainability organizations through a consultative approach.
  4. Offers technical advice and provides feedback on inquiry specifications to customers and channel partners regarding ABB's APM and Sustainability product portfolios.
  5. Supports the local Sales organization in determining the most technically appropriate and cost-effective digital solutions and in the preparation of complex offerings.
  6. Provides digital solution technical support during meetings, product presentations, demonstrations (live virtually or in person in the demo centers across Canada) and negotiations.
  7. Offers solution-related training internally and externally. Creates local trials and pilots of digital technologies.
  8. Prepares and reviews technical articles for publication, as well as topics for conferences and webinars.
  9. Manages sales opportunities in CRM tool, collaborates with Sales to ensure data is up to date and accurate.
  10. Creates and delivers effective sales training for the designated portfolio.
  11. Ensures that orders budget and growth targets are achieved in the respective Regions and for the assigned product portfolios. Follows up on implementation status and issues.
  12. Supports preparation of technical and commercial offers based on customer specification requirements and Sales organization directives. Defines cost for the proposed solution, negotiates necessary product discounts and communicates it to Proposals organization. Ensures product differentiation and value proposition in proposals.
  13. Provides information for the risk review process, in accordance with ABB policy and participates in the risk review assessment, if required.
  14. Performs analysis on lost bids, identifies potential cause, and recommends future actions in cooperation with Sales organization and local business unit to obtain better future results.
  15. Shares functional best practices and lessons learned, across the organization.

Qualifications for the role

  • Minimum 5 years of related experience in consultative sales or technical sales support related to the following: Asset performance and health management applications; Optimization of maintenance strategy; Utilizing big data and machine learning & advanced analytics; Condition monitoring and predictive maintenance; Reliability centered maintenance; Optimization for energy, emissions and processes; Power management systems in energy industries including Oil & Gas, Chemicals & Refining, Power Generation and Wastewater Utilities.
  • Familiarity with APM software platforms, e.g. GE Vernova, Aveva, Aspentech, Baker Hughes, Honeywell Forge.
  • Familiarity with CMMS, EAM and preventive maintenance enterprise technology space.
  • Bachelor of Engineering (B.Eng.) degree from a recognized university (Ideally Mechanical Engineering).
  • Previous working experience as a Reliability Engineer or reliability program member/contributor.
  • Interest and passion in energy transformation technologies and solutions to optimize, electrify and decarbonize energy industries.
  • Must have customer facing experience in software product sales environment.
  • Team player with excellent communication and interpersonal skills.
  • Excellent business acumen and presentation skills.
  • High technical aptitude and strong interest to learn new technologies.
  • Valid Driver's License.
  • Valid Canadian passport.
  • Must be results driven.

Benefits

  • Retirement plan.
  • Accident insurance.
  • Healthcare plan.
  • Wellbeing program.

More about us

ABB Energy Industries is enabling safe, smart and sustainable projects and operations for businesses across the oil, gas, chemicals, life sciences, power generation and water sectors. Driving integrated solutions that automate, digitalize and electrify industry we connect our people and technology to help our customers adapt and succeed. With over 50 years domain expertise, we continue to innovate and reshape traditional approaches across the energy sector with our technologies designed to improve operational efficiency, reduce risk, reduce energy consumption and waste. We look forward to receiving your application. #J-18808-Ljbffr

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