MISSION:

 The position will be responsible for adapting, promoting and supporting integrated solutions for customers in the Solar PV Utility-Scale and Large Commercial (90%) and Energy Storage (10%) market segments in East Asia & Australia to implement Schneider’s growth plan in the region.

Must possess the ability to build solutions by understanding the customer context, including all stakeholders, process and needs, as well as technical complexity induced by the integration of numerous interconnected components and sub-systems.

The position reports to the Regional Solar Director East Asia / Pacific and is based in Bangkok or Hong Kong. Frequent travel in the region will be required.

JOB FUNCTIONS:

• Understand customer applications for large solar systems and energystorage solutions.
• Bring differentiation and innovation to support the sales in front of potential customers, addressing business needs, customer process constraints, and technical challenges. Customers shall be the technical teams of project developers, fund managers, IPPs, solar EPCs and contractors, consultants and specifiers.
• Demonstrate the Schneider’s technical value proposition to deliver profitable solutions to targeted market segments.
• Prescribe SE offers and influence tender specifications.
• Prepare and negotiate with the customer the operational description of the solution, as well as the functional description including quantified performance levels and related budgets
• Adapt reference solar architectures prepared for his market to elaborate a solution in line with customer expectations, while re-using to save time, optimize costs and reduce risks.
• Anticipate  new technological differentiations and lead technical projects to ensure high level of deployment in the region (including but not limited to: PV-Diesel hybrid architectures, basic understanding of grid codes and country certification for solar inverters, MV equipment and utility SCADA requirements).
• Network  with other Solar Solution Architects to capitalize experience  for his  segment.

JOB RESPONSIBILITIES:

• Solution Marketing:

-       Promote  the unique Customer Value Propositions for the Segment  to influence customers/consultants with SE Solutions  by prescribing differentiating architectures and “poison pills” very early in the customer project lifecycle

-       Interacts with the Global architect of his segment to understand/adapt reference architecture to his local needs

-       Improve those architectures with use cases from his own  customers

• Solution Selling:

-       Key mission is to adapt reference architectures to meet specific customer needs.

-       Perform gap analysis between customer needs and reference architectures and adapt the proposed architecture and project scope to satisfy key decision criteria for the customer (functions, performance & budget)

-       Work with end users and consultants to influence the specifications and prescribe SE offers with differentiating features and benefits.

-       Contribute to Solution selling, in close cooperation with the sales teams and segment leaders for detected opportunities and customer accounts located in the region, by making technical presentations to customers, technical negotiations and contribution to budgetary quotations before the opportunities are handed to the bid preparation team

• Support to Solution Execution:

-       Provides all relevant information and system analysis results as well as contractual agreements relating to the technical specifications

-       In responsible for the alignment of the customer’s requirements with the offer prepared by the tendering team.

• Networking

-       Share experience with other global and local Solution architects

• Offer Scope

Core Offer

-       Utilily-scale offering: central and string inverters, array boxes, Conext Control SCADA, transformers and medium-voltage switchgear, ring-main units, electrical distribution substations, operation and maintenance services

Supplementary Offer

-       Energy storage systems: control systems and battery technology. Grid interactive technology.

• Key Performance Indicators

-       Growth:

• Hit rate demonstrating  the value of proposed architectures
• Sales: Segment Solution Intake and Sales

-       Profitability:

• Gross margin of Segment Solution business

REQUIREMENTS:

• Electrical Engineering Degree
• Technical skills required: electrical distribution products (mainly LV and MV, but HV will be a part of the scope as well), power quality (PF, Volt/Var control, etc.), power electronics (related to solar inverter technology), system sizing, grid codes, Monitoring & Control SCADA.
• Customer understanding: 5  years experience in the solar segment leading to good  knowledge of customer vocabulary, pain-points, expectations and deliverables
• System architecture methodology, starting from customer needs identification
• Ability to influence and convince
• Communication skills ( internal  & external)
• - Ability to foster cooperation
• -Fluency in English and cross-cultural interpersonal skills. Another Asian language is a plus, with experience working in other Asian countries.

We offer attractive remuneration package to the successful candidates. Interested parties please send full resume with contact phone no. and expected salary to:  

Schneider Electric Hong Kong Limited
11/F, Kerry Centre,
683 King’s Road,
Quarry Bay, Hong Kong

 Attn: HR Specialist / HR Manager

 or Click "APPLY NOW" to submit your application.

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Applications will be kept confidential and used for recruitment purpose only. The Company will retain the applications for a maximum period of six months and may refer suitable applicants to other vacancies within the Group.