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Senior Utilities Solution Architect

Company: Eaton
Location: Hanover
Posted on: January 10, 2022

Job Description:

Eaton's North American Sales Division is currently seeking a Senior Utilities Solution Architect to join our team. This position will be based in a remote office, preferably in the Moon Township, PA area. Other acceptable remote locations are Boothwyn, PA, Franklin, MA, Washington, D.C., Hanover, MD, Mountainside, NJ, Windsor, CT, Richmond, VA or New York New York, NY.

Position Overview:

The Senior Utilities Solution Architect acts as a bridge between the client operations and IT team, Eaton technical sales consultants, subject matter experts and third-party technology providers - in bringing together a software solution that translates the client business problems to technical software requirements and ultimately a software solution. The focus of this role will be on "solutions" design, development and selling for the region, which are an integrated package of Eaton software content, Eaton digital platform, third party software technology, Eaton equipment and associated implementation/customization.

Making what matters work at Eaton takes the passion of every employee around the world. We create an environment where creativity, invention and discovery become reality, each and every day. It's where bold, bright professionals like you can reach your full potential-and where you can help us reach ours.

In this function you will:

  • Lead Eaton technical sales engagement with clients in the energy and utilities industry (IOUs, municipalities, cooperatives) for outcomes, consultative and solution selling opportunities; be able to articulate the solution to C-level executives as well as technical operations teams for clients
  • Provide pre-sales technical support for clients and work with internal Eaton teams and third-party technology providers to identify client business problems, facilitate requirements design thinking sessions, architecture presentations, product feature descriptions and value propositions and software solution demos
  • Work with the technical sales consultants, business development managers and proposals team within the region, to develop software value propositions for key utilities stakeholders: executives, operators, finance leaders and IT leaders, and be able to put together compelling proposals for Eaton software solutions
  • Respond to RFP documents, put together solution requirements and design, system customization and configuration and align service offerings and ultimately be the client's point of contact for maintaining the software solution roadmap
  • Develop templates and best practices for software solution deployment into utilities client accounts, working with the regional professional services/delivery team
  • Help with existing and new account planning and strategy to bring in Eaton software content and grow software revenue in the region; provide technical and sales consulting, support for major account opportunities
  • Develop a broad network of software technology providers, stay current with latest technologies in the utilities space (AMI/AMR, smart meters, networking, meter to cash best practices, distribution automation etc.)
  • Position Eaton value through our software content: position appropriate Eaton software products, services, third party technologies as part of a software solution that fits the client needs

    When we embrace the different ideas, perspectives and backgrounds that make each of us unique, we - as individuals and as a company - are stronger.

    Required (Basic) Qualifications:
    • Bachelor's degree in a STEM field required from an accredited institution
    • Minimum of five (5) years of deep domain expertise and experience with the power distribution and controls industry, developing and deploying software and hardware solutions for the industrial market
    • Must be able to work in the United States without corporate sponsorship now and within the future

      Preferred Qualifications:
      • Bachelor's degree in Computer Science/Engineering from an accredited institution
      • 5+ years of technical sales experience with contemporary software technologies such as Cloud/SaaS, AI/ML, edge computing solutions, analytics software packages and cybersecurity
      • 5+ years of outcomes selling, consultative, software solution selling experience to executive and technical buyers in the utilities industry
      • 5+ years of experience developing and translating business use cases to solution requirements and architecture documentation, with focus on software solutions for utility enterprises

        Position Criteria:
        • Ability to travel up to 50%
        • Highly fluent with emerging utility industry trends and implications on customers including grid optimization solutions, distribution automation, substation automation, AMI/AMR, demand side management, distributed energy resources and energy storage solutions
        • Technology leadership, self-motivation and drive to work with internal Eaton and external (partner, client) stakeholders for client satisfaction
        • Ability to communicate with all levels (executive, technical) internally and externally, and manage through long term relationships and influence
        • Ability to collaborate and develop longer term working relationships with the utilities offer management directors, offer managers, delivery and engineering teams; leverages influence to drive new ideas for growth
        • Drives innovation through a culture of learning, front-line empowerment risk taking and obsessive customer focus
        • Change agent for our customers/clients, sales organization, working through influence, trust and evangelism of new ideas for software solution development and selling; be the champion in bridging the gap between business users, operations and information technology users
        • Excellent client/customer facing skills and be able to represent Eaton's digitalization/software journey with customers and be able to articulate Eaton's software value propositions
        • Strategic business acumen and complex problem-solving skills in a highly matrixed organization

          Eaton provides a competitive total rewards package commensurate with applicable skills, knowledge, and experience and consistent with internal and external market practices.The annual salary range for this role is $114,000-156,750 a year.

          Job

          Sales

          Region

          North America - US/Puerto Rico

          Primary Location

          United States-Pennsylvania-Moon Township

          Other Locations

          United States-Virginia-Richmond, United States-Maryland-Hanover, United States-New York-New York, United States-Massachusetts-Franklin, United States-Pennsylvania-Boothwyn, United States-Connecticut-Windsor, United States-New Jersey-Mountainside

          Work Locations

          Moon Township PA Loc

          Organization

          NAS North American Sales

          Job Level

          Individual Contributor

          Schedule

          Full-time

          Is remote work (i.e. working from home or another Eaton facility) allowed for this position?

          No

          Does this position offer relocation?

          Relocation from within hiring country only

          Travel

          Yes, 50 % of the Time

          Requisition ID :113340

Keywords: Eaton, Ellicott City , Senior Utilities Solution Architect, Accounting, Auditing , Hanover, Maryland

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