Location
Pune | India
Job description
Rockwell Automation is a global technology leader focused on helping the world's manufacturers be more productive, sustainable, and agile. With more than 28,000 employees who make the world better every day, we know we have something special. Behind our customers - amazing companies that help feed the world, provide life-saving medicine on a global scale, and focus on clean water and green mobility - our people are energized problem solvers that take pride in how the work we do changes the world for the better.
We welcome all makers, forward thinkers, and problem solvers who are looking for a place to do their best work. And if that's you we would love to have you join us!
Job Description Role Purpose The Application Consultant, Associate is an internal technical resource responsible to engage with sales, specialty sellers and act as a liaison to other domain experts and delivery organizations to lead delivery engagements and better understand scope requirements. The resource acts as the commercial team's subject matter expert for the sales organization, and Business Unit and leads scoping and labor estimates of related products and comprehensive delivery offerings from RA, partners, and competitors in designated focus areas.
Where the Application Consultant is not the domain expert they will liaise with and be supported by SMEs within other parts of the business. It is expected the Application Consultant will leverage these resources providing a 'one-stop-shop' SME experience to the commercial team on a pursuit. Key skills include being collaborative in nature, organized with conducting the flow of knowledge between teams and able to assimilate technical concepts quickly in order to assess and architect the SOW during the sales process. Project Management / coordination experience a key advantage in additional to the required technical skillset.
The Application Consultant, Associate is a deeply technical resource for Rockwell Automation technology, products, services, and solutions within their area(s) of expertise, capable of articulating capability, defining scope and benefits of portfolio to customers. They deliver presales support, and are a trusted advisor to the sales organization and channel. They are responsible for technical support in pre-sales activities and support bid offer activities for a specific range of products, services & solutions within a defined geography.
The ideal candidate will have the ability to
- Develop accurate SOWs (Statements of Work) and labor estimates
- Draft BOMs (Bills of Material)
- Defend MTO/CTO standard / scalable Industrial Control System Architectures
And will have proficiencies in two (2) or three (3) of the following domains
- IT/OT Cybersecurity
- Infrastructure Managed Services
- OT ICS Network Design
- Virtualization
Cybersecurity
- OT (Operational Technology) Cybersecurity with Industrial Control Systems
- Rick Assessments and solutions - ISA/IEC 62443-2-4, 62443-3-2
- Secure remote access design
- DMZ/IDMZ (Industrial Demilitarized Zone) - 'Zones and Conduits'
- Network Segmentation (IT/OT) & Architecture Design
- OT MSP (Managed Service Provider) - ISO 27000 Series
- Anomaly detection & Vulnerability management
- Threat Detection, tuning, hygiene reports
- NIST Cybersecurity Framework
- Active Directory, Mail Server, Web server IIS/Apache, Terminal Services, Anti-Virus/Endpoint Protection, URL Filtering, Application Whitelisting, Whitelisting USB / Malware, EDR
- Internal/External infrastructure penetration testing
- Remote service penetration (cloud-based)
- Wireless networks
- APT (Advanced Persistent Threat Activity)
- GRC (Governance, Risk, Compliance)
- Hardening Servers and Clients (OT Servers, HMI Clients, ICS)
- ISO27001, ISO31000, ISO22317, ISO22301
- NIST, IEC 62443, NERC
Managed Services
- Industrial Datacenter / Virtualization Infrastructure Management
- OT Network Infrastructure Management
- Threat Detection Managed Services
- OT SOC/NOC/CyberSOC, SOAR architecture, operations, and management
- Firewall Management
- Endpoint Security Management
- OS Patching, Application Patching
- IPAM
- Secure Remote Access Management
- Active Directory / RBAC Account Management
Networking
- Industrial Network Assessment / Design / Deploy - CPwE (Converged Plantwide Ethernet)
- Partner offerings, including Cisco, VMware, Claroty, Panduit, etc
Virtualization
- Virtualization & Hyper-Converged Design / Implement - Industrial Data Center
- Software defined storage, VMware vSAN
- Stretched Cluster design
- Backup and DR (Data Recovery)
- Legacy operating systems (Windows 2000, Windows XP)
Additional (future)
- IaaS (Infrastructure as a Service)
- Cloud Infrastructure Models
- Machine Safety Services
- LOTO
Key Responsibilities - Lead scope definition, articulate differentiators and values versus competition for designated product, service or solution
- Knowledge of the industry strategies, familiarity with outcome-based selling.
- Understands the business drivers and KPI's of the customer.
- Work with Sales, Consultants and Specialists to assess and respond to IT/OT, engineering, consulting, project and support services opportunities
- Understand the customers need and be able to position and quote a desired outcome for a solution
- Management of the process from Bid Request, Information gathering, Scope definition, Solution design and costing, and Approvals – Collaborate with Sales, Solution Consultants, Sales Specialists, Engineering, Services, and your peer proposal teams regional/global.
- Demonstrate the ability to expand the scope of solutions requested by incorporating the full portfolio of Rockwell Automation offerings, including but not limited to Connected Services, Process/Power & Control/Information Solutions, Packaged Power, and local Field Labor.
- Makes full use of Global estimating tools and Global Engineering Center Proposal resources
- Advise Consultants and/or Sales on proposal generation, validation, and presentations for executive level customers
- Share insights with regional and global peers.
- Understand business models, organization, and go to market strategy, leverage where appropriate
- Knowledge of industry strategies, familiarity with outcome-based selling.
- Managing specialized work efficiently, with confidence and competence
- Requires above average attention to details, concern for the exact correctness of work, and strong commitment to tasks completed on time
- Take work seriously, has a strong sense of duty, and is disciplined
- Somewhat faster-than-average pace will be the norm for this position
- Detailed, specialized work is the major focus
- Job entails clearly defined work, responsibilities, and reporting relationships, ongoing and thorough training opportunities to develop expertise and increase confidence, and frequently expressed appreciation of the person's competence, conscientiousness, and loyalty.
- Provides security in a stable work environment, allowing individual to plan for, focus on and complete tasks on hand
- When changes in the nature of the work occur, the individual will receive direction, training and support
- The position will generally be task oriented, requiring someone with a conservative, careful, and cautious approach to work
Job Characteristics - Unambiguous work direction
- Completing tasks from start to finish
- Concern for getting work done on time and correctly
- Extremely task-oriented
- High standards of quality and accuracy
- Adhering to established guidelines and procedures
- Requires high degree of information gathering before making decision
- Must be comfortable in making decisions in area of specialty or expertise
- Reserved, factual, formal and sincere communication
- Look to management for direction in areas outside of expertise
- Strong follow-through on delegated tasks and assignments
- Following established policies and procedures and expects other to do the same
- Leads by example is the technical expert in the area and does work required of subordinates
Skills, Knowledge, Experience And Education - Bachelor's degree in an engineering/technical related field or equivalent.
- 2+ years pre-sales, direct sales or consulting experience as an estimator, proposal engineer or other contract, project or application engineering focused position
- Demonstrated understanding of larger Rockwell Automation application value including knowledge in Automation products including PLC, Standard Drives, Software, Networks and ideally good knowledge of third party products
- Good application and industry knowledge
- Demonstrated ability to work in a challenging environment with both internal and external customers
- Strong solution and application expertise, and related demonstrated sales experience.
- Fluency with native language and strong command of English (written & spoken).
- Ability to work with and gain confidence of senior level personnel (internal and external) in a highly collaborative, matrixed stakeholder organization.
- Ability to resolve complex issues in creative and effective ways.
- Ability to align and influence critical stakeholders.
- Strong supporter of our customer centricity. Understands the importance of demonstrating concern for satisfying customers.
- Passionate about developing goals to improve our customer experience.
- Ability to set, being accountable for and achieve challenging targets.
- Ability to influence, empower, coach, and motivate others.
- Ability to adapt communication style and messaging to different audiences.
Temperament - Show confidence and composure when presenting to audiences of differing levels of an organization, including executives
- Exhibits strong teamwork, customer service and organizational skills.
- Acts courageously by sharing viewpoints openly and directly with others, providing relevant and timely information and feedback, as required.
- Retain and convey a positive attitude in challenging circumstances.
- Maintain a positive demeanor during periods of uncertainty, conflict, and stress.
- Remain open to ideas; integrates multiple perspectives in decision-making.
Information Processing Capability (Factors of Complexity)- Exercise judgment within defined procedures and practices to determine appropriate action.
- Leverage business insights in proposing solutions and facilitating change.
- Manage multiple priorities and projects simultaneously, ensuring stakeholder expectations are managed appropriately.
- Ability to manage competing demands, accept criticism and constructive feedback, while being extremely adaptable and flexible.
- Seek out and embrace relevant perspectives when assessing a situation or deciding; demonstrate clear understanding of multiple viewpoints.
Distill information from disparate data sources and the capability to tell the 'story' behind it, as well as recommendations for next steps.
Accepts Role Requirements - Participation in global affinity teams to share application and pursuit experience with Global Domain Experts
- Influence and operate across a highly matrixed organization.
- Demonstrate enthusiasm for relationship building and partnership across the organization at all levels.
- Values working in a team-oriented culture and building consensus with stakeholders before making key decisions.
- Actively pursues personal continuous learning, development of skills and knowledge in job-related technical and professional areas.
- Actively participates in calls and meetings via phone or in-person, as needed.
- 25% - 50% (TBD post-COVID) travel to customers within assigned geography required.
Key Performance Metrics - Support key business growth objectives (Achieve AOP order & sales targets for specific products)
- Ensure all proposals are compliant with PARB / Internal RA approval processes
- Provide accurate and professional proposals (On time / Win Rate / Hit Rate)
- Pro-actively close identified skill gaps
- Continually develop technical capability, while staying abreast of products
- Maintain Frontlog X times to AOP
- On time proposal / Win Rate / Hit Rate
Direct Reports Focus Areas Needs the ability to have a deep understanding in the following one or multiple areas – Up to X areas included in Title; All tracked in Skills Inventory - Power Control – Configured Solutions, MCC, Medium Voltage Drives, and Power Quality & Energy Management
- Lifecycle Services – Contractual, project and transactional businesses for Consulting, Professional, Connected, Maintenance and Support.
- Other – TBD
- People own a portion of business where they must drive others
Job tags
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