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Exempt Job Opening
Job Title: Large Project Pursuit Lead / Project Solution Architect (Austin, TX)
Job Number: 08-0134RRS
Organization/Function: Business Development
Minimum Education Qualifications: B.S. Eng or CS + 8 yrs related experience required; OR MS Eng/CS + 7 yrs
To Apply For this Job Posting: Email your resume, with "Large Project Pursuit Lead / Project Solution Architect 08-0134RRS" in the subject line, to HR4@emersonprocess.com, and name the Emerson employee (if any) who referred you for this job.
- Current PSS employees: Email your Internal Opportunity Response form & resume to your supervisor. Ask your supervisor to include their "OK" when they forward the email to your HR Representative (no paper required). APPLY ASAP, since an offer can be made at any time after the job is posted five business days.
- Applicants from Sales Representative Companies / Local Business Partners and other Emerson divisions must advise their current management before applying to PSS.
Brief Description of Duties / Minimum Requirements: This position is located in Austin, TX and relocation assistance is not available. Approximately 25-40% travel is expected.
This position is based in Austin, Texas
- Identifies and qualifies sales opportunities with global customers as a pursuit consultant to existing sales channel
- Assists customers in justifying projects, including migrations and upgrades from aging systems, through Quantifying Business Results (QBR), reducing risk, and reducing costs
- Develops project pursuit strategies and tactics with Sales Teams – focus is on global projects over $5 Million.
- Ensures that sales teams are following established consultative selling processes and that pursuit strategies are focused on key customer issues; ensures the full PSS portfolio of services is in play
- Frames the Emerson value and differentiation message to the customer; expands solution scope to include all Emerson divisions and products
- Develops and delivers customer sales presentations involving technical products, engineering services and capabilities, and project implementation methodologies
- Provides technical leadership to pursuit teams including system architectures, hardware and software, interfaces to 3rd party systems, etc.; engages appropriate subject matter experts as necessary
- Primary PSS liaison with other Emerson divisions, the technology group, third party developers, and sales allies during pursuits
- Develops proposal strategies based on the project requirements, aligned with the sales strategy; writes the proposal Executive Summary, and presents the proposal to the customer
- Ensure the project implementation strategy and schedule aligns with the pursuit strategy and customer objectives
- Support of distributed project and proposal teams composed of service providers from a variety of engineering centers within organization; engagement in proposal preparation; conflict management; may lead the proposal team
- Presents pursuit summaries and updates, and lead proposal reviews with Executive Management
- Leads contract negotiations and closes the sale
- Participate in proposal handover to the project implementation team
- Support Marketing Rollouts and Emerson Initiatives; assist in generating marketing collateral, white papers, brochures, data sheets, presentations, etc.
- Track and report reference sites, wins and major pursuits; and proactively discuss opportunities with Local Business Partners
- Travel is approximately 25 – 40% international; traveling on short notice must be acceptable
Minimum Requirements:
- The successful candidate will have 8+ years of experience in Project Pursuit, Proposal Lead and Contract Negotiation
- Knowledgeable in all areas of project planning, management, and implementation.
- Knowledgeable in control and safety systems, 3rd party integration, and level 3 and 4 applications and interfaces
- Knowledgeable in field instrumentation, metering, control and automated valves, and bus technologies
- Must have strong consultative selling skills to identify customer pain and needs and frame solutions
- Experience in competitive systems and solutions
- Effective in strategic planning and tactics development
- Effective written and verbal communication skills; effective presentation and public speaking skills are compulsory
- Effective people management and team leadership skills
- Understanding of project risk, risk management, and mitigation
- Reasonable knowledge of Oil and Gas, Refining, Petro-Chemical, Power, Metals and Mining, Pulp and Paper, and Life Sciences industries
Minimum Education Requirements:
- BS Engineering or Comp Science and 8 years of closely related experience or MS and 7 yrs exp
Emerson Process Management is an equal opportunity employer.
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