Application Consultant - Process and Power & Control
Location: Queensland, Australia
Type: Full Time
Internal Number: R21-4921
The Application Consultant resource is responsible to engage with domain experts, sales, specialty sellers and customers presale to lead delivery engagements and better understand scope requirements. The resource acts as the proposal team's subject matter expert for the customer, sales organization, and Business Unit and leads engagement requirements of related products and comprehensive delivery offerings from RA, partners, and competitors in designated focus areas.
The Application Consultant is a technical resource for Rockwell Automation technology, products, services, and solutions within the Process and Power & Control area(s) of expertise, capable of articulating capability, defining scope and benefits of portfolio to customers. They deliver, lead and manage commercial offer, presales support, and is a trusted advisor to the sales organization and channel. They are responsible for technical support in pre-sales activities and support bid offer activities for a specific range of products, services & solutions within a defined geography.
Lead scope definition, articulate differentiators and values versus competition for designated product, service or solution
Knowledge of the industry strategies, familiarity with outcome-based selling.
Understands the business drivers and KPI's of the customer.
Work with Sales, Consultants and Specialists to assess and respond to engineering, consulting, project and support services opportunities
Understand the customers need and be able to position and quote a desired outcome for a solution
Management of the process from Bid Request, Information gathering, Scope definition, Solution design and costing, and Approvals - Collaborate with Sales, Solution Consultants, Sales Specialists, Engineering, Services, and your peer proposal teams regional/global.
Demonstrate the ability to expand the scope of solutions requested by incorporating the full portfolio of Rockwell Automation offerings, including but not limited to: Process/Power & Control.
Makes full use of Global estimating tools and Global Engineering Center Proposal resources
Advise Consultants and/or Sales on proposal generation, validation, and presentations for executive level customers
Share insights with regional and global peers.
Understand business models, organization, and go to market strategy, leverage where appropriate
Knowledge of industry strategies, familiarity with outcome-based selling.
Managing specialized work efficiently, with confidence and competence
Requires above average attention to details, concern for the exact correctness of work, and strong commitment to tasks completed on time
Take work seriously, has a strong sense of duty, and is disciplined
Somewhat faster-than-average pace will be the norm for this position
Detailed, specialized work is the major focus
Job entails clearly defined work, responsibilities, and reporting relationships, ongoing and thorough training opportunities to develop expertise and increase confidence, and frequently expressed appreciation of the person's competence, conscientiousness, and loyalty.
Provides security in a stable work environment, allowing individual to plan for, focus on and complete tasks on hand
When changes in the nature of the work occur, the individual will receive direction, training and support.
The position will generally be task oriented, requiring someone with a conservative, careful, and cautious approach to work
Bachelor's degree in an engineering/technical related field or equivalent.
8+ years pre-sales, direct sales or consulting experience as an estimator, proposal engineer or other contract, project or application engineering focused position
Experience in Drives/ PLC/SCADA/HMI.
Demonstrated understanding of larger Rockwell Automation application value including knowledge in Automation products including PLC, Standard Drives, Software, Networks and ideally good knowledge of third party products
Good application and industry knowledge
Demonstrated ability to work in a challenging environment with both internal and external customers
Strong solution and application expertise, and related demonstrated sales experience.
Fluency with native language and strong command of English (written & spoken).
Ability to work with and gain confidence of senior level personnel (internal and external) in a highly collaborative, matrixed stakeholder organization.
Ability to resolve complex issues in creative and effective ways.
Ability to align and influence critical stakeholders.
Strong supporter of our customer centricity. Understands the importance of demonstrating concern for satisfying customers.
Passionate about developing goals to improve our customer experience.
Ability to set, being accountable for and achieve challenging targets.
Ability to influence, empower, coach, and motivate others.
Ability to adapt communication style and messaging to different audiences.
Rockwell Automation is the largest company in the world dedicated to industrial automation and information. Here, we connect the imaginations of people with the potential of technology to make the world more intelligent, more connected and more productive.
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