Purpose
Enhance the competitiveness of the DI AUT portfolio and drive proof-of-concept (PoC) initiatives within batteries verticals, and evaluate portfolio performance to strengthen DI AUT portfolio competitiveness. Support LCB Sales Organization for system & application & solution & life-cycle service business to enable DI AUT business higher growth. The Vertical Solution Architect engages in consultative technical discussions with customers to understand specific business challenges, industry trends, and technical pain points, and work closely with Account Managers to develop account-specific strategies. Involve all relevant portfolio stakeholders.
Main responsibilities
1. Positions Siemens as a trusted advisor:-
Translates customer's complex technical requirements into clear technical vision / Digital Threads / Use cases and Scenarios.
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Ensure clear technical documentation and solution presentations. Maintain strong technical knowledge of industry trends and competitive solutions, as well as broad knowledge of entire Siemens One Tech capabilities
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Support the development of solution-based automation and digitalization concepts.
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Act as a bridge between Account Managers, and drive technical aspects of business case development, and collaborate on complex technical proposals.
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Orchestrates collaboration across internal (i.e. SI, DI AUT, DI SW, ADV, SFS) and external stakeholders (System Integrator, Delivery Partner) to co-create complex solutions.
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Deliver market feedback to relevant parts of the organization
2. Drive solution map iteration to improve end to end competitiveness & scale up via Standardization
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Improve competitiveness of DI AUT portfolio combination via solution map iteration
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Incubation - drive PoC task for new technology and applications, scale up within batteries vertical
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Drive new application/solution development by integrating internal & external resources to fast response to customer’s specific needs
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Drive vertical national level Win/Lost analysis from portfolio perspective
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By deep insight on vertical development trend and opportunity identified (needs input from Industry Expert), drive application innovation based on Siemens portfolio and available technologies
- Knowledge transferring to customer with TSS/KAM/TS for helping customer succeed with Siemens Vertical Experiences
3. Influence and impact on SU Vertical sales organization / Sales Domain
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Support region technical sales for system & application & solution & life-cycle service business (i.e. consultant/approval on technical agreement/ technical clarification / configuration optimization / performance calculation & estimation)
- Price level evaluation, escalation to VM head if necessary and quotation release management
- Technical competition analysis and be the important role to define scientific bidding strategy with experience input from Industry Expert
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Contribute to standardization of pilot successful application and owns the responsibility to promote in vertical sales team for fast scale-up
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Configuration check, clarification and provide “just-fit“ optimization suggestion to TS/AM
What we need:
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Owns technical background of DI portfolio as well as its typical application in batteries vertical
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Excellent capability to make technical proposal and system configuration to best fit customer requirement
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Deep experience on project acquisition process (e.g. competition analysis, spec-in, partner coordination)
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Good at coordination on conflict, price evaluation and customer communication
- Owns strong technical expertise to architect new solution based on DI portfolio as well as external technology
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Capability to develop demo system of new application to showcase Siemens response to customer requirement
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Creative colleague with innovative idea to integrate different technology to solve unique customer challenge
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Good documentation capability for application standardization and promotion material making
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Excellent understanding of battery manufacturing processes and familiarity with BESS industry
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Good understanding of software application(such as Designcenter/Simcenter/Opcenter/Teamcenter) in battery and BESS industry
