• Senior Technical Sales Consultant, Smart Digital Xformation, APAC

    Job Location AU-VI-Doncaster | AU-WA-Perth | JP-Yokohama | AU-QL-Dutton Park | SG-Singapore | KR-Seoul
    Job ID
    Business Development
  • 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

    Join the newly formed regional "Smart Digital Xformation" group and enable the growth of Hexagon PPM's new Information Management platform – HXGN SDx®, to improve Collaboration in Capital Projects and Operations’ efficiency, across APAC, through Business Development and Pre-Sales initiatives.


    Responsibilities/Main Activities

    Business Development Support


    • Support building and growing pipeline of opportunities for SDx solutions for Asia-pacific.
    • Develop messaging for SDx solutions, with focus on Information and data management and CFIHOS
    • Work with the SDR team in developing messaging and support lead generation for SDx solutions individually and in conjunction with other products and solutions.
    • Responsible for driving the growth of SDx solutions in the other “key growth areas” in the region by working with local sales teams and other technical sales consultants, through account plans and opportunities.
    • Responsible for building & driving initiatives required to support the growth of SDx revenue, working with local sales teams through account plans and opportunities.
    • Responsible for the adoption and execution of GTM packages where SDx solutions are part of the package.
    • Ability to work with marketing in building thought leadership pieces around information management in engineering execution and operations with focus on SDx solutions.
    • Deliver key campaigns, with the support of marketing, in the promotion of SDx solutions individually and where integrated with other solutions in different growth markets.
    • Ideate and assemble competitive go-to-market packages based on market and customer demand for SDx solutions


    SME/Technical Pre-Sales


    • Provide Subject Matter Expertise and the central point of contact for SDx solutions in the region for pre-sales engagements.
    • Develop repeatable demonstration systems and content for SDx Solutions, or to a specific client’s requirements.
    • Support key customer engagements in delivering Proof of Concepts or Pilots for SDx Solutions
    • Work with new and/or existing clients to define their requirements, qualifying the fit of SDx solutions and defining roadmap together with other members of the SDx team.
    • Provide support in the development of Sales proposals & estimates for SDx solutions.
    • Provide technical content for tenders as well as assist with benchmarks.
    • Liaise with Product Managers to understand product direction, maintaining an in-depth knowledge of SDx solutions s and be able manage the Sales Team and client expectations.
    • Liaise with local pre-sales and delivery teams to provide feedback to the product managers on field and customer requirements.
    • Liaise with service delivery teams to establish the need for and organise training and master classes for local pre-sales and delivery personnel.
    • Work with Project Managers in reviewing technical and scoping documents and liaison the handover of sales to service delivery.
    • Attend trade shows, seminars and user conferences and be capable of presenting technical papers, demonstrations and presentations.

    Qualifications and Experience Required

    • Degree qualification in engineering or a related discipline, or equivalent industry experience.
    • Technical and business process expertise in information management in the areas of:
      • Document, record management & control
      • Data management
      • Information quality and consistency management
      • Data analytics and business intelligence
      • Engineering lifecycle process from design through handover
      • Operations & Maintenance processes for management of change, CMMS, Asset lifecycle information management.
    • Customer service experience and ability. Skills and Abilities
    • Good communication and interpersonal skills.
    • Able to work in a team and to work independently with key clients as required.
    • Confident in presenting to a group in a client environment as well as at shows and seminars.
    • Good project planning and specification and estimation skills, together with strong analytical and problem-solving skills and the ability to develop realistic project plans.
    • Confident working with Enterprise client IT personnel and managers to determine system architecture and design needs.
    • Good understanding of Cloud interoperability – RESTful APIs, client/server and web technologies.
    • Good knowledge of Relational Database Management Systems – Oracle, MS SQL Server and proficient in Structured Query Language (SQL).
    • Desirable: good working knowledge of Hexagon PPM’s information management solutions (SmartPlant Foundation, Design tools integration).
    • Typical Experience: At least 5 years’ experience with 2+ years of Software development experience.

    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 - 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 - PROACTIVITY - Identifies Opportunities for improvement and acts on them. Takes action in areas beyond direct personal responsibility and questions the way things are done to improve on current processes, encouraging others to follow suit., Employee Behavioural Profiles - INTEGRITY - Demonstrates belief in and commitment to Intergraph's values by acting consistently with the values. Is open and honest in all situations and recognises that everyone, including self, can make mistakes., 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

    Current KPI Requirements

    • Get trained and gain expertise in SDx solutions with good understanding of the technology as well as the business processes supported by the solutions in Projects and Operations – Q1 2019
    • Establish the network with the regional sales teams and get engaged in opportunities for SDx solutions around APAC
    • Establish the network with the global IM community to stay up to date with the initiatives in the other regions focused on SDx solutions and planning/replicating the same for Asia-Pacific – Q1 2019
    • Establish a process for regular updates to help build up the awareness of product direction and technical knowledge for SDx solutions in the APAC countries – Q1 2019
    • Develop SDx opportunities and grow pipeline working with sales teams – H1 2019


    Final long term objectives are to be agreed on commencement 


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