Hexagon

Business Development Consultant

MY-Kuala Lumpur
Job ID
2017-3383
Category
Business Development
Relocation
No

Overview

Hexagon PPM (formerly Intergraph Process, Power & Marine) is the leading global provider of engineering software and project control solutions. We transform unstructured information into a smart digital asset, empowering our clients to visualize, create, and manage the life cycle of facilities and structures of all complexities. For more information visit HexagonPPM.com

Hexagon PPM is part of Hexagon (Nasdaq Stockholm: HEXA B; Hexagon.com), a leading global provider of information technology solutions that drive productivity and quality across geospatial and industrial landscapes.

Position Summary/Purpose

The role is expected to provide pre-sales/Business Development support to the sales organization addressing primarily the Power Generation, Transmission and Distribution Industry apart from the traditional Oil and Gas, Refining, Petrochemical, Chemical industries with the capacity to lead the team in presentations, demonstrations, scoping, value proposition and mapping of appropriate solutions to meet the end user priorities.

 

The role provides leadership and direction for end to end Implementation of Integrated Engineering Information Management (EIM)/ Engineering Data/Document Management (EDM) solutions across multiple industries like Oil & Gas, Energy, Process, Power, Marine and IT for Owners/Operators and EPC’s. The role is expected to provide EIM/EDM strategy aligned with business goals and develop capability. As a leader of the IM organization the incumbent is expected to help deliver the solutions to meet the business objectives & goals.

Responsibilities/Main Activities

  • Assist the sales organization in winning business in the Power sector and various other industry segments
  • Solution Positioning and demonstration of key capabilities
  • Sound understanding of Power Industry standard and processes with the ability to communicate these to various teams
  • Value proposition and Business justification for adoption of appropriate solutions
  • Sound knowledge of Intergraph products and solutions for the market
  • Collaboration and integration with pre-sales, sales, project services and delivery teams 
  • Manage and coach a geographically distributed and cross-cultural team.
  • Be part of the Power Industry team and actively contribute to the cross portfolio / horizontal initiatives.

Qualifications and Experience Required

  • IM/IT professional with at least 8 years of working experience with Owners/Operators, EPC and Suppliers and Vendors.
  • Degree in Engineering, Computer Science or equivalent is required
  • Sound experience in pre-sales and Business Development activities in the engineering industry
  • 3 years experience in the Power sector
  • Working experience with Owners/Operators and EPC
  • Experience in Capital Projects and Assets, preferably in an Information Management Consultant (Functional and Technical) role
  • Ability to work effectively and manage relationships with senior Business leaders, peers and subordinates
  • Experienced in initiating and delivering IT projects for Engineering applications in a dynamic capital project environment
  • Positive attitude, committed to achieving deadlines and results with a demonstrable track record against targets.

Key Behavioural Competencies

Employee Behavioural Profiles - ACHIEVEMENT DRIVE (RESULTS ORIENTATION) - Strives to do the job well and/or exceed expectations. Works to meet set targets and persists in achieving a standard of excellence in all situations, Employee Behavioural Profiles - ATTENTION TO DETAIL - Maintains an orderly working style and demonstrates a concern for increasing order, clarity and efficiency. Finishes tasks completely and to deadline, able and willing to follow procedures., Employee Behavioural Profiles - ADAPTABILITY - The ability and willingness to adapt own actions, strategies and goals in order to work effectively with a variety of situations and individuals. Easily adapts to changes in job requirements, Employee Behavioural Profiles - CONCEPTUAL THINKING - Applies and modifies complex concepts or methods to identify key issues, patterns or connections between situations that are not readily obvious. Fits information into mental models and frameworks, Employee Behavioural Profiles - CONFIDENCE - Presents self confidently and professionally. Approaches new challenges with a position “can-do” attitude and expresses and exercises independent judgement, performing without constant supervision., Employee Behavioural Profiles - CUSTOMER SERVICE ORIENTATION - Strives to add value to the organisation and works well with others across Intergraph business to maximise service to the customer. Makes self available and adapts readily to changes in customer requirements., Employee Behavioural Profiles - CRITICAL INFORMATION SEEKING - Takes personal responsibility for investigating a problem or situation by asking direct questions and consulting all available resources. Accesses critical information and uses input from immediate team or environment., Employee Behavioural Profiles - INTERPERSONAL EFFECTIVENESS - Actively builds relationships and is able to develop quick, initial rapport with others. Uses non-verbal skills and body language effectively and is sensitive to cultural differences, Employee Behavioural Profiles - TEAM LEADERSHIP - Sets and communicates clear standards for performance and uses authority fairly. Works to resolve conflicts or differences in difficult situations to ensures completion of tasks., Employee Behavioural Profiles - TEAM WORKING - Looks at ways to help other team members complete their work and sets a good example through enthusiasm and commitment to team goals. Encourages other team members and acknowledges those who have performed well.

Current KPI Requirements

  • Successful presentations / demonstrations of solutions leading to request for proposal
  • Assisting sales organisation in achieving contracts from clients
  • Pentration of the Power Sector with existing solutions.

Objectives/Goals

  • Provide business support to the sales process
  • Assist with developing or combining existing products to address market needs.
  • Identify market need for sales pursuit
  • Qualify customer business needs for the development of sales proposals
  • Define the business needs to shape the pre-sales content
  • Consulting and project delivery for engineering data management solutions

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