Services Solution Architect

Role overview

Commercial and business development

• Combine consultative selling, solution selling, digital solution architecture, and business case approaches to encourage adoption of needed changes and investments.
• Own opportunity creation and development through close, focusing on customer value and business profitability.
• Build C-level relationships with key stakeholders and develop account business plans and engagement strategies.
• Translate customer needs into tailored value propositions, drawing on standard offers or involving incubation teams when needed.
• Manage after-sales customer success and identify opportunities to expand the sales scope.
• Support multiyear customer operations plans and consulting services development with account, country, zone, and segment teams.
• Track opportunities through reporting and dashboards and work with account owners to convert the pipeline to orders.
• Develop relationships with operations stakeholders to integrate digital solutions and services into site projects and specifications.

Solutions and thought leadership

• Combine offerings from multiple business lines and internal or third-party providers to develop innovative solutions with defined business value.
• Create solution and service design, deployment, and management strategies aligned with client needs.
• Conduct business and operational studies and assessments to identify value opportunities.
• Develop quantified value propositions to support customer project justification.
• Lead field-services upskilling for advanced cybersecurity solutions and customer sessions to develop fleet-wide cybersecurity solutions.
• Coordinate regional execution of global and local opportunities to support consistent service performance across sites, countries, and zones.
• Expand participation in the Data Center of the Future program, including cybersecurity and cloud connectivity offers.
• Connect sellers with customer IT leaders and represent digital solutions and services as a trusted advisor.

Experience and qualifications

• Bachelor of Science degree in engineering, engineering technology, computer science, information systems, or a related field.
• 8–10 years developing, executing, and managing solutions and services sales strategies and pipelines with global strategic customers.
• At least 6 years of project or services solution development and sales experience.
• More than 4 years of relevant segment experience.
• Knowledge of energy automation system architectures, including buildings, power, and process.
• Knowledge of Schneider Electric services across the asset management lifecycle, including power, secure power, building management, and industry systems.
• Experience with services tools including BFO, IB Intel, and Account Cockpit.
• Solid technical background and digital or process automation industry knowledge for value-based selling.

Success factors and skills

• Experience in process consulting and extracting insights to quantify operational, financial, and business advantages of services.
• Strategic thinking, deployment, and the ability to influence multiple decision makers.
• Ability to collaborate across sales, marketing, delivery, and partner teams to develop and position value-creating solutions.
• Ability to lead cross-functional solution design and implementation, including value definition, roadmaps, financials, delivery, and measurement.
• Strong strategic account management, customer relationship, communication, organizational, and interpersonal skills.
• Ability to build executive relationships, navigate complex organizations, and deliver executive presentations.
• Proven collaboration with sales account managers, technical account managers, and client managers, including coaching them to win.
• Proficiency with Microsoft Office and ERP or CRM tools; BFO usage is specified.

Rewards

• The employer describes rewards and programs intended to support employees and their families, career growth, wellbeing, and community contribution.
• Country-specific programs and initiatives may be available.