Responsibilities

• The Industry Consultant will work with the sales team to understand the customers business needs and develop an account strategy to achieve the desired outcomes.  The Industry Consultant will understand and interpret the customer’s needs and propose a plan for application of Hexagon ALI solutions. 
• Conducting evaluations and assessments of the customers’ business practices, work processes, and technical environments to make recommendations based on Hexagon ALI Solutions will also be a key factor in establishing a plan for the customer.
• The nature of this position requires in-depth understanding of the day-to-day workings and business processes of operations and projects in industrial facilities.
•  Industry Consultants must have the ability to work independently but will also be part of a larger team focused on selling and delivering software solutions to the market.
• The Industry Consultant will work with the customer to understand their business objectives, analyze and evaluate their needs and propose the end-to-end workflow and software that will satisfy those needs.  They will lead all pre-sales requirements workshops that define the “as is” and “to be” work processes, and thoroughly document and communicate those requirements to the customer and Hexagon ALI teams. Develop cost benefit analysis, customer requirements definition, solution definition, standard solution demonstrations
• Provide feedback to influence the on-going product strategy.
• Maintain a strong relationship with the other regions’ pre-sales; sharing lessons learned and new strategies

Educational Qualifications

B.E / B Tech / M.E / Mtech in Mechanical / Chemical Engineering.

Overview

This is a senior position within the Industry Consulting team part of the India Pre-Sales organization reporting to the director for industry consultants. This position requires in-depth understanding of the day-to-day workings and business processes of industrial facilities in operations and projects and knowledge of how the relevant processes can benefit from digitalization and technology. For this position the primary focus is on Asset Operations and Maintenance digitization in which the role of the Hexagon SDx® Digital Twin, HxGN j5 are the key solutions. Experience and knowledge of turn around and maintenance processes is added advantageous. For this position it’s expected to develop an interest and knowledge in other Hexagon solutions relevant for owner operator.

An Industry Consultant works closely with the sales teams in establishing the value of the Hexagon solution for achieving customer’s business outcomes. The Industry Consultant will work with the sales teams to develop a strategy to achieve the desired outcomes. The Industry Consultant will be conducting evaluations and assessments of the customers’ business practices, work processes and technical environments to make recommendations based on Hexagon solutions. The Industry Consultant will support customer meetings and organize workshops as well as provide solution presentations and demonstrations. The Industry Consultant will be involved in defining a strategy and responding to proposals. Industry consultants will attend and present at conferences explaining and discussing how organizations can realize their business outcomes and how Hexagon solutions can help to address their business challenges. Industry consultants work with marketing by providing insights based on thought leadership to be used in campaigns by providing content, present in webinars, and attending events. Industry Consultants will also be responsible for conducting relevant training of internal sales, pre-sales and marketing teams for the purpose of knowledge sharing.

The Industry Consultant will work closely with other Industry Consultants and Solution Consultants to share knowledge and experiences.

Skills Required

• Drive, build and grow a pipeline of opportunities for asset lifecycle information management solutions in India.
• Work with the ADR (Account Development Representative) internal sales team in lead generation and qualification of leads for follow-up with the sales teams.
• Responsible for driving initiatives required to support the growth of business in asset lifecycle information management solutions, working with sales teams in building account plans and identifying white-spaces.
• Able to lead discussions on business outcomes and how Hexagon solutions could help them achieve these.
• Collaboration with the global PSE (Portfolio Strategy Enablement) team to develop sales enablement packages for Operation and Maintenance Solutions, Digital Twin and Digital Threads to expand capture of Hexagon’s market share.
• Work with marketing in building thought leadership content addressing industry challenges and way forward, in operations management with focus on Hexagon solutions. Develop articles for publication and participate as a speaker at Hexagon and external seminars, conferences as a subject matter expert.
• Be able to articulate the industry challenges and how Hexagon solutions can help address these for a customer/prospect.
• Deliver key campaigns, with the support of marketing, in the promotion of Hexagon Solutions in driving digital transformation in organizations.
• Work closely with Solution Consultants in establishing the value of Hexagon’s solutions to customers.
• Engage with customers at a business level to help define their roadmaps for digital transformation using Hexagon Solutions and act as their strategic advisor.
• Provide input for business and functional requirement inputs of RFIs and RFPs.
• Excellent communication and interpersonal skills.
• Proven track record as a successful Industry Consultant or Business Development Consultant.
• Experience in Industrial Sales
• Good knowledge about the role of Asset Operations and Maintenance in operations and projects
• Owner Operator and EPC expertise and relationships in key markets and industries
• Knowledge of material management, construction, and completions processes is advantageous.
• Engineering/Business degree or equivalent qualification
• Confident and articulate speaker
• Ability to understand and communicate with all levels in an organization.
• Excellent presentation skills, previous experience of C-Level Presentation, Customer communication/handling
• Fluent in English and ability to speak other European languages is preferred.
• Desirable: Good working knowledge of Hexagon ALI’s solutions
• Typical Experience: significant experience in similar role with 3+ years of experience in the Chemical process industry, Oil & Gas industry, Power industry, Food & Beverage industry or the Life Sciences industry, or relevant experience in providing consulting to those industries.