Consultant, Presales - IV

AVEVA•Calgary, AB

2d•Hybrid

About The Position

As a member of the AVEVA Presales team, you will be responsible for providing a critical solution, technical, and industry knowledge to help support, generate, and develop new sales opportunities. You will deliver value to our customers, secure revenue growth, and grow AVEVA customer trust. The Senior Principal Consultant plays a key role in contributing to the growth of the AVEVA business by providing outstanding technical sales and consultancy support for AVEVA solutions and/or other supported client software. The job is primarily customer-facing and requires the desired balance of professional presales skills, technology application to solve operational user requirements, and industry knowledge of our served market.

Requirements

Engineering Degree or have comparable professional qualification or equivalent experience
10-15 years of experience working directly within EPCs, Owner Operators and Capital Project design and execution
7-10 years of experience with AVEVA's Engineering solutions including AVEVA Unified Engineering, AVEVA’s Project Execution suite or similar industrial tools/solutions in doing hands-on work
7-10 years of experience and knowledge in the Oil and Gas, Marine, Mining, Chemical, Power and Utilities or Infrastructure industries
5-7 Years of experience Presales, Business Development, Field Services, or Customer Support
Proven experience with technical presentations, demonstrations, and proposals
Excellent verbal and written communication skills
Excellent oral presentation skills, including events and speaking engagements
Strong consultative and complex portfolio selling
Builds working relationships with peers and with members of other teams
The ability to effectively self-manage and handle multiple and possibly competing commitments simultaneously
The ability to lead pursuits from a technical perspective
The ability to sell Design solutions that enable efficiency at the Procurement, Construction and Commissioning phases.
Excellent problem-solving skills and the ability to investigate the needs/problems of prospective customers with little guidance
Good IT skills; software installations, SaaS & Cloud Knowledge, Rest APIs, integration

Nice To Haves

Develop good working relationships with clients and always provide the highest level of customer service and professionalism
Work with the Sales team in identifying opportunities, providing support at all levels of engagement, and ensuring throughout proposed solutions are feasible and in line with AVEVA’s strategic objectives
Work within a dynamic team and show flexibility in the use and development of personal and technical skills to maximize the team’s efficiency
Ability to coach and mentor junior employees
Willingness to travel within the United States and Canada and on occasion, abroad, to perform presales tasks

Responsibilities

Enable sales growth through the AVEVA Engineering portfolio by driving revenue by qualifying leads
Understand the AVEVA Engineering portfolio and how to position it for digital delivery of EPC projects
Connect with prospects to understand specific needs/problems and then devise appropriate solutions
Clearly articulate the three whys: why do anything, why do it now and why AVEVA.
Ability to develop engineering data, run demo/PoCs and solutioneer from scratch
Contribute to proposals to solve specific prospect needs/problems in a succinct manner
Communicate the value proposition of our solutions to prospects at presentations, workshops, industry events and seminars
Contribute to the definition of standardization
Obtain and maintain the customer’s confidence and respect as the technical solution expert