Technical Sales Specialist - Process Systems & Solutions

Spartan Controls Ltd.•Calgary, AB

2d•Onsite

About The Position

Spartan Controls is an employee-owned company and leading provider of data management, industrial automation, valves, measurement and control solutions for process industries in Western Canada and beyond. We are dedicated to providing exceptional sales, support and service experiences for our diverse customer base in industries such as mining, power, oil & gas, municipal, pulp & paper, and chemical. Spartan is committed to creating a sustainable modern world with innovative automation. Our focus is Customer Outcomes. By leveraging applied automation we assist customers improving their Safety, Reliability, Operations and Productivity. Our employee ownership model creates a unique culture of community, creativity, entrepreneurship, and a place to build your career. Spartan Controls provides an environment that not only encourages you to do your best, but also empowers you to do what it takes to create a solution, address a need, or respond to an issue. We are recruiting for an experienced Technical Sales Specialist (TSS) to join our Process Systems & Software (PSS) Team based in Calgary. This role will leverage your in-depth DeltaV, Ovation, or other DCS platform knowledge to help customers solve their most challenging automation problems. To be successful in this role, you will be working very closely with Account and Territory Managers, Application Specialists, and Automation Specialists to leverage knowledge of current and future automation technology trends, to help architect innovative and cost-effective solutions. Your primary role will be to drive customer preference for DeltaV, Ovation, and Spartan Services along with S3 related solutions. Spartan’s automation and digital business focus on DeltaV DCS, Ovation DCS, Industrial Networking and Cybersecurity (INC), Advanced Process Control (APC), Digital Solutions, and software solutions from other Spartan principals (AspenTech and BlueMarvel, etc.).

Requirements

Engineering Degree or Technical Diploma with equivalent experience.
5+ years of solid automation background and relevant industry experience.
Strong DeltaV or Ovation (and/or other DCS platforms) control system product knowledge, including process control, data communications, data historians, DCS hardware design, control system configuration, acceptance testing, commissioning, troubleshooting, virtualization, PLC integration, etc.
Excitement to “embrace” change; this is a rapidly changing and evolving business.
A thirst for knowledge and a passion to learn. Highly motivated and innovative.
Proven customer service practices.
Strong presentation, negotiation, and deal-making skills.
Effective interpersonal and communication skills.
Solid multi-tasking and organizational skills.
Team focused and collaborative. Able to contribute to jointly developed discussions and strategies to drive optimal customer outcomes.
Valid driver’s license, as travel is required
Entrepreneurial work ethic.

Nice To Haves

Technical experience in APC, industrial networking and cybersecurity is an asset.
Base understanding of Historians, Data Management, Visualization, SCADA, Analytics, Asset Management and/or IIOT software solutions would be assets.

Responsibilities

Leverage your skills and experience to consult with customers to understand their business needs, develop and/or influence specifications for differentiated solutions.
Lead key sales activities such as prospecting for new opportunities, demand creation, funnel management and converting opportunities to business.
Work closely with our Account & Territory Managers to grow, expand, and protect the S3 installed base. This will include Systems installed base site assignments and selling through associated lifecycle planning with our customers.
Focus heavily on understanding the customer’s processes and develop solutions that meet the customer’s business and technology needs.
Control system architecture development - focus on best value/fit-for-purpose solutions, continuous technology evaluation and innovation.
Working knowledge of L2 platform obsolescence and development of modernization opportunities.
Act as technical contact for customer engagements, providing technical expertise and working with other subject matter experts (SME) when needed.
Develop appropriate relationships with key customers and industry contacts.
Lead customer RFP review and provide proposal support – ensure proposed systems/solutions meet customer requirements while creating a competitive advantage for Spartan.
Knowledge of Spartan Digital Solutions portfolio as well as the software applications and platforms from Spartan principals (Emerson, AspenTech, Blue Marvel and others).
Provide leadership and focus for Business Unit Strategic Initiatives.
Support the account planning process, develop trusted advisor status, and ultimately increase customer loyalty by delivering desirable customer outcomes.
Support the Project and Service Managers to ensure customer project and lifecycle success with our systems and solutions and improve operational effectiveness.