Role Purpose
The Application Consultant resource is responsible to engage with domain experts, sales, specialty sellers and customers presale to lead delivery engagements and better understand scope requirements. The resource acts as the proposal team's subject matter expert for the customer, sales organization, and Business Unit and leads engagement requirements of related products and comprehensive delivery offerings from RA, partners, and competitors in designated focus areas.
The Application Consultant is a 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, lead and manage commercial offer, presales support, and is 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.
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.
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