Presales Architect
Hewlett Packard Enterprise
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I&C Commercial Sales Engineer
Westinghouse Electric Company
full-time
Posted on:
Location: 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Lead sales process/capture teams, and oversee offer development process, sourcing all commercial and technical components from respective internal teams
- Ensure approval and delivery of competitive offers
- Work with their sales manager partner to forecast expected offer submittal dates and eventual project award dates
- Manage pricing strategy, set target price and offer price in full collaboration with their Capture team, leveraging the small deal pricing tools and deal desk
- Grow the BO pipeline commits and back up
- Lead negotiations with customers, articulating value created through WEC services, and ensuring customer satisfaction and retention
- Lead review of customer contract against the WEC offer and communicate with customer to ensure it is acceptable
- Booking of an order upon receipt of PO
- Provide market intel to the I&C team and product management to inform long term product & market strategy
- Drive account strategy for overall customer needs (GM) with sales manager partner
- Provide feedback on marketing and sales collateral
- Work with solution engineers to prepare technical proposal, costing, and technical risk mitigation for customer offers
- Accountability for meeting assigned sales targets and growing the sales pipeline by collaborating with Customer Solutions team, Global Markets, and Resident Site Managers in the field
- Develop / maintain technical and sales related knowledge to support responsible product portfolio needs
- Support the opportunity development sales funnel process from identification through offer development and contract closure
- Update CRM tool to manage the Orders Entered pipeline to the offer submittal and contract award
- Maintain critical working relationships with internal and external customer personnel. Understand the customer's objectives, and expectations, including utility economics and utilize for offer development
- Lead order management activities including lead the review of purchase orders to booking of the order
Requirements
- Bachelors Degree in Engineering or other technical discipline, or equivalent work experience
- 5 years of technology driven projects or field experience
- Prior energy field service, outage and/or on-site utility experience
