Grid Information Systems League Structural Context:
Grid Information Systems (GIS) League is one of the 3 LEAGUE of the Digital Grid Line of Business.
The 2nd software product league develops ADMS / DERMS solutions and the 3rd one is focusing on Services.
GIS League is a major contributor to the Line of Business transformation and growth.
The portfolio of products is composed as follows:
Geographic Information System SW ApplicationsAsset Performance Management and Asset Investment & Maintenance Planning SW SolutionsAdvanced Metering Infrastructure SW SolutionsLow Voltage AnalyticsBusiness Context:
Smart Grid business is expected to grow at +28% CAGR.
Digital Grid ambition is to beat the market, growing with CAGR of +10%, grow our market share by a factor of x2.5 to consolidate our leadership position in ADMS / GIS business with distribution utilities.
To reach this ambition, DG developed a transformation program (LEAP) to drive execution of DG strategy through 5 levers and 3 enablers that drive DG organization and portfolio evolution.
One key lever is to create a Digital Grid partners' network to boost software sales and achieve + ME order intake through partners. Another lever is to grow Annual Recurring Revenue to 45% of total revenue by industrializing service offers linked to our products and moving to SaaS / recurring licensing model.
Main Missions:
- Clearly understand customer requirements and translate them to appropriate technical responses by considering commercial factors, technical aspects and overall alignment with the defined product strategy for the League.
- Have a deep knowledge of the Grid Information Systems League software applications to clearly define and suggest product or customized solutions that will best meet customer requirements.
- Primary knowledge expected in Geographic Information Systems: Esri products and Schneider Electric's ArcFM Solution and secondary understanding of the competition.
- Participate in technical meetings and workshops (both remote and on-site) with potential customers during tendering process (including Proof of Concept activities).
- Support sales heads and sales solution architects in influencing future tenders for potential customers, as part of pre-sales process, by detecting customer pain points and prescribing proper technical solutions.
- Collaborate with Schneider Electric colleagues around the globe during tendering.
- Work closely with Tender Managers during tendering process by helping to define and enable the defined winning strategy.
Role and Responsibilities:
- Participate in pre-sales activities which includes meetings with customers, demos and responding to inquiries.
- Respond to RFP / RFI technical questions for Sales opportunities that involve the Grid Information Systems League products.
- Expectation is that each person will cover more than just one product offer.
- Deep expertise is required and will be obtained through a close relationship with Product Management and R&D.
- After a period of onboarding, autonomy in answering RFP / RFIs is expected with minimal assistance.
- Support Global demo team during Proof-of-Concept and Benchmark phases of the RFP and Sales process to ensure alignment between customer expectations and product capabilities.
- Be prepared to demo aspects of the solutions during these engagements.
- Work closely with the Product Management for scope-gap for inclusion in Roadmap.
Education, Knowledge and Experience:
- Bachelor or master's degree in Engineering or Computer Science.
- Knowledge about the Geographic Information System (GIS) industry, Esri technology and the ArcFM Solution is required.
- Knowledge on Asset Performance Management, Asset Investment & Maintenance Planning and / or Advanced Metering Infrastructure SW Solutions is a plus.
- Basic knowledge about electrical power engineering, and distribution network concepts.
- Excellent English communication skills (written, verbal, visual), both for internal audiences at all levels of the organization and customer-facing messaging.
- Excellent collaboration and good project management skills.
Additional Information:
- Fluent in written and spoken English (other languages such as Spanish, German or French would be treated as an advantage).
- Teamwork, collaboration, and organizational skills.
- Willingness to constantly improve technical and soft skills.
- Willingness to travel as needed.
Let us learn about you! Apply today.
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