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Profile

Industrial Automation expert with strong ability to build optimized architectures fitting the needs of the customer. Underlying this ability is a broad technical knowledge in terms of:

1. Tested Validated and Documented Architectures (TVDAs)
2. Automation technology (Local geographical standards, understanding of Automation system issues, competitors)
3. Networks (Principles, connectivity, limitations, performance
4. Hardware & Software systems (preferably Ecostruxure Machine expert/ Codesys environment)
5. Industry Business installed base offer: migration from and interconnection with the Industry Business legacy offer.

Solid commercial attitude which allows the ADE:

1. Technical backbone of the salesman, understand the customer and their business
2. To propose an optimum architecture according to the customers needs providing a clear explanation to the sales force and customer the strengths and weaknesses of the solutions communicating the differentiating elements in a simple and convincing way.

Strong and open competency to communicate with Product Application Expert (PAE), System and Architecture Expert (SAE), and the global MEP program management team.

Mission

Provide expert pre-sales support to the sales force on process automation architectures in order to help accelerate sales growth and increase opportunities conversation rate

1. Obtain detailed requirements and constraints from the customer, assist the customer in defining the best implementation (validate, optimise and differentiate) of the selected system architectures.
2. Select the most appropriate TVDA architectures to meet the customers’ requirements. Adjust and optimise the architecture(s) most appropriately to meet the customers’ needs.
3. Explain the technical advantages and disadvantages of the proposed architecture(s).

Create value and differentiation by providing system & architecture pre-sales expertise to the customers, where relevant (pre-project consultation, feasibility study, audit…) in a “for-a-fee” mode.

Main Activities

Provide front and back office pre-sales support for the sales organisation.

1. Visit customers together with the sales force or following their requests
2. Within the requirements and constraints of the functionalities of the solution/application under analysis, recommend and develop a competitive architectures (based on TVDAs or customize typical architectures) and recommend system implementation which optimally meets the customer needs & requirements
3. Introduce and promote the complete EcoStruxure Architecture offer in terms of strengths and weaknesses and possibilities.
4. Build demos to help the customer visualize the main solution concepts (proof of concept (POC))
5. Be the main technical customer interface for system and solution contracts
6. Provide expert support: assist/lead the system & architecture definition with the customer and create value by advising the customer on advanced issues (Principles, feasibility, limits & constraints, performance, …)
7. Provide recommendations & support in terms of migration from or interconnectivity with the Industry Business Legacy offer.
8. Answer deep technical questions on integration/compatibility of components inside an architecture
9. Develop required technical and commercial argumentation documents.
10. Help to close the deal by providing differentiating elements to sales for the commercial argumentation
11. Work closely with other SAEs and PAEs locally and within the global community in order to provide the customer with the best solution.

ADE in coordination with sales force to actively detect and follow up leads to reorient towards billable pre-sales / pre-project services, such as pre-project consultation project, feasibility studies, site audits.

Actively contribute to a global network of Application Design experts as part of the global MEP Program: Sharing Success Stories and/or Best practices; Supporting cross country opportunities; Monthly webinar participation & Input

When in a senior ADE role, coach & mentor junior colleagues.

Working relationship

Reports to: Located within Country Sales organization in order to be close to the Customers and Sales organisation, and must remain in close contact with the Country Solutions Marketing organization, Product Experts, and Global ADE Program team.

Internal

Country Sales organization

Country Solutions Marketing organization

Product Experts

Vertical Solution Expert

System and Architecture Experts

Product Application Experts

Marketing and Offer Development Teams

External

Target Customers

Trade Associations

Standards bodies

Channel partners – distributors, SIs