Functie: Industry Consultant

Bedrijf : Hexagon PPM

Joboverzicht

Hexagon’s Asset Lifecycle Intelligence division(Hexagon) Volume Sales is seeking an Industry Consultant to join our European team.

The position is based at our office in Hoofddorp, The Netherlands, but you will support Hexagon ALI’s sales team and serve our customers across the whole of the EMIA (Europe Middle East, India, and Africa) region.

Hexagon ALI has a broad portfolio of software solutions, but this role is primarily focused on our CADWorx, Analysis Solutions, and BricsCAD products, which are used around the world by many major Owner Operator and global EPC firm. You will work alongside the EMIA Industry Consulting team (EMIA Pre-Sales organization). This position requires in-depth understanding of engineering business processes in projects and operational facilities and knowledge of how these processes can benefit from digitalization and technology. It is expected that you will develop an interest and knowledge in other Hexagon solutions relevant for owner operator and engineering procurement and construction (EPC) organizations.

Key responsibilities:

• Be able to articulate the industry challenges and how Hexagon solutions can help address these for a customer/prospect.
• Work with the sales team to understand a customer’s business needs and develop an account strategy to achieve the desired outcomes.
• Lead all pre-sales requirements workshops that define the “as is” and “to be” work processes, and thoroughly document and communicate those requirements to the customer and Hexagon ALI teams.
• Conduct evaluations and assessments of a customers’ business practices, work processes and technical environments to make recommendations based on Hexagon solutions, enabling a plan to be established for the customer.
• Work with the customer to understand their business objectives, analyze, and evaluate their needs and propose the end-to-end workflow and software that will satisfy those needs.
• Support customer meetings and organize workshops as well as provide solution presentations and demonstrations.
• Must be capable of working independently, but will also be part of a larger team focused on selling and delivering software solutions to the market.
• Develop cost benefit analysis, customer requirements definition, solution definition, standard solution demonstrations.
• Provide feedback to influence the on-going product strategy.
• Maintain a strong relationship with other regions’ pre-sales teams; sharing lessons learned and new strategies.

Business development:

• Drive, build and grow a pipeline of opportunities for 2D and 3D engineering and visualization solutions in EMIA.
• Work with ADRs (Account Development Representatives) in lead generation and qualification of leads for follow-up with the sales teams.
• Responsible for driving initiatives required to support the growth of business in asset lifecycle information management solutions, working with sales teams in building account plans and identifying white spaces.
• Collaboration with the global PSE (Portfolio Strategy Enablement) team to develop sales enablement packages for engineering design and visualization to expand capture of Hexagon’s market share.
• Work with marketing by providing insights based on thought leadership to be used in campaigns by providing content, present in webinars, and by attending internal and external events.
• Develop articles for publication and participate as a speaker at Hexagon and external seminars, conferences as a subject matter expert.
• Involved in defining a strategy and responding to proposals.
• Conduct relevant training for internal sales, pre-sales, and marketing teams for the purpose of knowledge sharing.
• Deliver key campaigns, with the support of marketing, in the promotion of Hexagon solutions in driving digital transformation in organizations.
• Work closely with Solution Consultants in establishing the value of Hexagon’s solutions to customers.
• Engage with customers at a business level to help define their roadmaps for digital transformation using Hexagon Solutions and act as their strategic advisor.
• Provide input for business and functional requirement inputs of RFIs and RFPs.
• Work closely with other Industry Consultants and Solution Consultants to share knowledge and experiences.

This role requires frequent travel throughout the EMIA region, estimated at 40%.

• University educated in Mechanical engineering or other relevant technical discipline would be a preference.

Personal qualities:

• Positive attitude.
• Attentive listener.
• Commercially astute.
• Understand the importance of when less is more.
• Solution-focused mindset.
• Able to act as a trusted advisor.
• Customer value, benefit and outcome driven.

Job Type : Full Time

Created: 2024-04-24

Location: Hoofddorp, Amsterdam