Solutions Architect

General Summary
Identifies opportunities at potential customers to apply McNaughton-McKay Services and Solutions with a focus on customer business outcomes. Coordinates with the appropriate McNaughton-McKay resources to qualify the opportunity. Engages with partners to develop and present a proposal to address the customers’ requirements. Coordinates with project team to assure scope is well defined and customers’ needs are met with mutual agreeable milestones. Maintains a long-term relationship with the customer to drive additional opportunities.  Leverage successes within McNaughton-McKay to develop trust and showcase capabilities with account management team.

Key Responsibilities
1.    Applies knowledge of customers’ business and McNaughton-McKay’s offerings to achieve best-in-class customer service and exceptional customer business outcomes.
2.    Assists in developing and executing the SaS strategic business plan to achieve target KPIs. 
3.    Generates opportunity and revenue through a customer-oriented approach, with the ability to not only start business relationships, but to have the drive, attitude and ability to maintain and grow them.
4.    Works collaboratively with customers as well as Services and Solutions (SaS) partners to develop relevant solutions that address the customer KPI's.
5.    Delivers proposals, expanding the traditional quoting activities into more customer spend through business conversations with the customer.
6.    An effective communicator, able to assist customers in presenting technical solutions as well as listening to and interpreting customer requirements and define those requirements to our project team.
7.    Acts as the project coordinator in many cases, providing opportunity to strengthen customer relationships and show cohesiveness through the project; builds strong delivery teams and manages the quality and timeliness of work produced; takes the lead in teamwork and takes full responsibility for the success and cohesion of the team.
8.    Systematic thinker that understands the varying complexities of our customers’ businesses, and can lead the conversation with the customer surrounding risk in their business.
9.    Collaborates with other internal business units, and partners to create and implement the necessary technology solutions.
10.    Seeks and develops customer and vendor partnerships to support the needs of the SaS team’s growth objectives.
11.    Employs excellent business judgement, applies appropriate resources to obtain results, and demonstrates a high aptitude in soft skills to win people over from their strongly held views.
12.    Identifies ways to improve processes and provide better customer service; be open minded and passionate about learning new technologies; and continues to focus on personal development and learning.
13.    Negotiates mutually favorable outcomes in complex negotiations with multiple parties.
14.    Strategic thinker with the ability to create long term plans and identify the impact of major decisions.
15.    Coordinates with the project team to deliver solutions to our customers, on time and as promised.
16.    Must be able to utilize the CRM package to update account activities.
17.    Supports the quality initiatives set forth by the Region.
18.    Follows all safety policies and procedures and completes the provided training.

Knowledge/Skills/Abilities 
1.    Bachelor’s degree required in Engineering or other technical field or Business with technical experience in the factory automation field.  Industry experience (8+ years) will be considered in lieu of Bachelor’s degree. 
2.    5+ years sales experience preferred.
3.    Ability to communicate and work with a variety of people not under direct control in a fast-paced team environment.  
4.    Polished and professional technical/business communication skills and ability to interact with customers and vendors in a professional and business appropriate manner.   
5.    Stays current and is able to be conversant with the latest relevant technologies and competitive offerings.
6.    Thorough knowledge of the assigned services and solutions offering, as well as, broad McNaughton-McKay product offering.
7.    Possesses strong market and customer knowledge.
8.    Proven analytical, organizational, and communication skills including presenting in front of large groups and unfamiliar audiences. 
9.    Ability to create and maintain positive customer relationships.

Travel Requirements:     50% business travel; Some overnight travel required.

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