Job ID: MY55319269
Date Posted: Sep 22, 2023
Segment: Green Energy & Mobility
Business Unit: Hitachi Energy
Company Name: HITACHI ENERGY TECHNOLOGY SERVICES PRIVATE LIMITED
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Experienced
Job Schedule: Full time
Hitachi Energy Grid Automation team provide the most complete digital portfolio in the industry, offering our customers with end-to-end solutions. Combining our products with our exceptional expertise allows us to provide innovative solutions to energize the digital grid. As a Principal Asset Management Specialist - Power Generation, you will have the main responsibility of driving pre-sales activities in support of our Asia-Pacific (APAC) sales growth and strategy for Asset Management solutions. This role requires in-depth understanding of Asset Management systems, the Power generation and utilities industry and the associated value proposition to prospective clients. To be successful in this role, you will need a strong grasp of all the maintenance, reliability engineering, and works management process across the industry in the Asia-Pacific region. You also need to understand the overall market developments in various countries and target companies.
You must demonstrate a high-level understanding of business processes and integration solutions in Asset Management industry. You will also need to work as a subject matter expert to prepare and submit documents such as RFI/ RFQ/ RFP. You will assist Account Executives to meet strict delivery of these sales tender documents. You must demonstrate required skill sets to prepare solution presentation, prepare and setup software demos. You need to be able to visualize the technical requirements communicated by various departments of a prospective client, and to be able to synthesize these into proposed solutions which the client will find compelling. You must be able to understand the implicit and explicit requirements and navigate these from a techno-commercial perspective. You will also mentor and develop upcoming talent in the team.
You will demonstrate high degree of credibility through regular publication of thought leadership articles/blogs/ papers etc., in well recognized forums such as LinkedIn, industry-specific conferences and other identified platforms, will work closely with marketing and country sales teams to develop webinars and other campaigns to facilitate pipeline development.
You may also be called upon to participate in external industry analyst conversations to provide points of view. In your pre-sales function, you will have the drive to produce the most compelling technical proposal this involve understanding client need and matching these with the features, strengths of Hitachi Energy's Asset Management solutions. You will also seek to work with other product teams and functional experts to develop large and complex solution architectures to demonstrate how a set of different products from Hitachi Energy can come together to offer a differentiated solution to the customer.
Utilize your technical knowledge and business acumen to assist in opportunity vetting and scoping, this will include originating and leading customer discovery calls and capturing the learnings into the support a close plan. You will also support bid/no bid analyses and decisions. Participates in project risk review processes.
Proactively seek out and independently run Asset Management product demonstrations and workshops, to convince prospective clients of the value proposition of our solutions. You will be required to support the Sales organizations during the technical meetings, product presentations and negotiations with customers and provide technical support and clarification as needed. You will participate in the role of an SME/ Principal Consultant in projects in a direct customer facing capacity and will be involved in solutioning and working with business and technical analysts to come up with effective solutions which meet customer requirements with a view of long-term growth of the solution in the customer ecosystem.
You will constructively challenge the customer on their expectations from the system and lead them on a journey of best practices (drawing from your deep industry experience gained in working with multiple customers). You will mentor upcoming talent in the team and help them grow in their careers. This will include industry domain knowledge, product expertise as well as customer facing soft skills.
Master's degree - Preferably MBA, Finance or International trade.
Minimum 15 years of energy or related industry experience in Asset Management solutions, with knowledge of the industry landscape, prospective clients and business network.
Excellent English language skills. Knowledge of another Asian language is advantageous. Strategic Business Acumen, and resilience in sales pursuits. Excellent time management, decision-making, presentation, relationship-building, and organizational skills. Must thrive in a fast-paced, time-compressed and dynamic environment.
Prior work experience with prominent Asset Management vendors. Willingness to travel throughout Asia Pacific. Be able to comfortably communicate the value proposition of Hitachi Energy's Asset Management solutions, and to scope proposed solutions based on prospective clients' operational and business requirements.
Have a strong grasp of the Power Generation and broad Utilities market and industry in the Asia-Pacific region. You need to understand the overall market developments in various countries and target companies. In-depth knowledge of trade life cycle and associated processes and controls at target companies.
You must demonstrate strong understanding of the processes. Strong IT skill set including broad knowledge of database configuration and use. Be able to clearly communicate complex analytics to prospective clients' business and non-business users.