Description The Emerson Automation System & Solutions organization is dramatically improving the speed and accuracy of decision making and actions based on having the right information in the hands of the right expert, no matter where they sit.
The Industrial Internet of Things ( IIOT )is ushering in a digital transformation that enables companies to exploit technology and expertise better than ever before, but only if the right scalable technology strategy is matched to your business goals.
We can combine consulting expertise with our monitoring and predictive diagnostic technologies, and are uniquely positioned to help customers solve problems and achieve world-
class operating performance.To this end, we have created a fantastic brand new opening for the role of Digital Transformation Business Development Manager -
Middle East & Africa Overall Purpose of the Role The Digital Transformation Business Development Manager will support the Systems & Solutions groups Operational Certainty Consulting in uncovering, developing, and closing demand creation opportunities in Information Technology / Operational Technology (IT / OT) for the process industry.
Working together with Local Business Partners, strategic account leads, competency practice leads and Business Development Directors, all of which focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.
What will be my responsibilities in this role? The Digital Transformation BDM will be responsible for selling the products and services required to provide a comprehensive IT / OT solution to new prospective clients and, in select situations, existing clients. As a MPL you will :
Lead business development efforts within the core accounts for digitization opportunities.
Work with World Area Sales and Operational Certainty Consulting (OpCertCon) Competency Practice leads to identify potential clients for targeting
Develop an understanding of the System & Solutions group and OpCertCon digital IT / OT value propositions, and integrated solutions to be conversant in their capabilities
Understand market segmentation of target clients and potential fit with Systems & Solutions platforms, service lines and market offerings
Develop understanding of target client’s buying patterns based on industry knowledge, relationships, prior experience, etc.
Leverage your strong and deep network of industry executives to access decision makers, influence budget cycles and secure foundational business for Systems & Solutions
Identify target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunities
Screen opportunities and engage appropriate Business Driven Development (BDD) and Competency Leads for follow up conversations as needed
Develop overview materials to support initial meetings / conversations
Lead / quarterback preparations for more serious sales meetings and orals for qualified opportunities
Provide support to core accounts as needed for critical opportunities
Identify opportunities (sole source / up for bid) and evaluate opportunity alignment with client strategy
Identify and align appropriate firm resources to pursue, win, and manage opportunities
Contribute to pursuit processes by leveraging relationships for insights and influence, including determining win themes, aligning messaging with client needs, supporting proposal / orals materials preparation, and participating in the orals session as appropriate
Industry Expansion and Relationship Building
Identify ways PSS can expand / enhance visibility across the industry at key events
Work with competency lead to develop OpCErtCon’s strategy for leveraging industry conferences and events (e.g., which events, which clients, which topics)
Identify key relationships across the industry which would benefit OpCErtCon and develop plan to cultivate those relationships
Utilize Emerson eminence - including thoughtware, events, trainings, conferences, and memberships to build and enhance relationships
Utilize available offerings to develop and participate in activities and events focused on shared values and mission
Lead detailed planning for key industry events to determine consulting participation, client targets, etc.
Participate in key industry events to build relationships and develop business opportunities
Competency Practice Support
Support IT / Data Management Competency Practice lead in developing practice plans during annual planning process
Lead development of close the gap plan
Participate in Practice Lead cadence calls and in person meetings, assist with planning and preparation as needed
What do I need to be considered for this role? To be considered for this role you should be able to demonstrate the following criteria :
Possess an undergraduate bachelor’s degree in Engineering , Computer Science or similarly related technical area. (An MS or MBA would be highly desirable)
10+ years’ experience managing complex clients characterized by long business development cycles and significant dollar transactions
Strong business development management knowledge and / or experience
Proven consistent track record of delivering multimillion dollar revenue per annum
Experience in working at major technology consulting firms, AI technology firms
Experience in and understanding of data and information management, especially Big Data trends
Able to explain technical concepts in a non-technical language
Existing and / or evolving in-depth understanding of the functions they represent, the marketplace for OpCertCon services, clients' businesses and competitors
Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries (min 1 target industries)
Experience in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients
Ability to develop and utilize pre-existing network of clients or contacts in the marketplace
Lead or support practice sales management activities
Experience managing internal demand creation activities to ensure consistent approach to marketplace across geographies and industry groups
Experienced with a complex pursuit process, proposal development and oral presentations that win new business
Adept at making presentations
Ability to work in a multi-layered matrix organization serving many leaders
Success in working closely with service line leaders, partners, practitioners and other senior executives to develop strategies and tactics that drive targeting programs and win business
Knowledge and experience in some of the Key AI platforms, e.g. IBM Watson, Microsoft Azure, Google Api.Ai, Facebook Wit.Ai ..
Due to the sheer number of applications that we receive, we will only be contacting shortlisted candidates and we apologise in advance should you not receive a call following your submission.
All applications will generally receive a specific automated notification from our recruitment system throughout the process whether considered or not.
Imagine being surrounded by intelligent, driven, and passionate innovators all working toward the same goal to create groundbreaking solutions that leave our world in a better place than we found it.
Emerson is a global technology and engineering company providing innovative solutions for customers in industrial, commercial, and residential markets.
Our Emerson Automation Solutions business helps process, hybrid, and discrete manufacturers maximize production, protect personnel and the environment while optimizing their energy and operating costs.
Our Emerson Commercial and Residential Solutions business helps ensure human comfort and health, protect food quality and safety, advance energy efficiency, and create sustainable infrastructure.
A dynamic environment is what you’ll discover at Emerson, a Fortune 500 company with $14.5 billion in sales and 155 manufacturing locations worldwide.
Together, we’re changing the world, and we have all the resources to help you achieve your professional goals.
Whether you’re an established professional looking for a career change, an undergraduate student exploring options, or recently received your MBA degree, you’ll find a variety of opportunities at Emerson.
Join our team and start your journey today.