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Senior Industry Consultant

4 months ago

Concord, United States Hexagon Asset Lifecycle Intelligence Full time

Responsibilities:

Hexagons Asset Lifecycle Intelligence division(Hexagon) is seeking a Senior Industry Consultant Project & Portfolio Management.

This is a senior position within the Industry Consulting team for Project & Portfolio Management (PPM) covering EMIA (Europe Middle East, India and Africa). Locations can include UK, Spain, Italy, France or Benelux region. The role reports into to the manager for PPM industry consultants. This position requires in-depth understanding of the day-to-day workings and business processes regarding project & portfolio management for asset intensive industries. Additionally, knowledge of how the relevant processes can benefit from digitalization and technology. For this position the primary focus is on Project & Portfolio Management in which the role of the Hexagon Ecosys solution is key. Experience and knowledge of additional processes related to PPM (resource, risk, fund, document management or estimating & scheduling) is advantageous. For this position its expected to develop an interest and knowledge in other Hexagon solutions relevant for owner operator and engineering procurement and construction (EPC) organizations.

An Industry Consultant works closely with the sales teams in establishing the value of the Hexagon PPM solution for achieving customers 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.

  • 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 customers needs and propose a plan for application of Hexagon ALI solutions. In cases, it also requires the Industry Consultant to configure the solution, towards the customers needs to build a proof of concept.
  • Conducting evaluations and assessments of the customers business practices, work processes, and technical environments to make recommendations based on Hexagon Asset Lifecycle Intelligence (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 regarding (capital) projects for asset intensive industries.
  • 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 & tailored 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

Business Development:

  • Drive, build and grow a pipeline of opportunities for PPM solutions in EMIA.
  • 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 PPM 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 Enterprise Project Performance (EPP) and Hexagons overall Smart Digital Reality to expand capture of Hexagons 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.
  • 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.

Travel: Travel time estimated 30% throughout the EMIA region.

Qualifications:
  • Excellent communication and interpersonal skills
  • Proven track record as a successful Industry Consultant or Business Development Consultant
  • Experience in or exposure to Enterprise software sales
  • Good knowledge about the role of Project & Portfolio Management in operations and projects
  • Ability to configure a software solution towards the PoC requirements of the customer
  • Bachelor/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 leading PPM Solutions as Hexagon Ecosys, alternatively Oracle, Planisware, Ineight, Deltek or similar
  • Typical Experience: significant experience in similar role with 3+ years of experience in asset intensive industry, or relevant experience in providing consulting to those industries

What's on offer:

In addition to a competitive compensation and benefits package and a commitment to your personal and professional growth, we offer you a great international working environment.

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