Principal Engineer/SME Presales

1 week ago

Pune, Maharashtra, India Johnson Controls Full time

What you will do

Johnson Controls Digital Solutions is looking for an experienced engineer with a deep knowledge on building technologies including BMS, VMS, and Access Control etc.

As a member of the Global Center of excellence the Presales technical lead will help customers to make technology decisions, implement best practices for asset management and overall facilitate transforming buildings into smart connected entities.

This role requires a blend of technical expertise, customer service, and sales skills to effectively support potential clients and the sales team in understanding, evaluating, and adopting the company's digital products and solutions.

You are obsessed with driving continuous process improvements to optimize solution and deliverables in presales process.

How you will do it

Develop and implement pre-sales strategies that align with the organization's business goals & targets. Lead and manage the pre-sales team, providing guidance, training, and mentorship. Collaborate with cross-functional teams, including sales, marketing, product management, and engineering, to ensure alignment and effective communication. Review opportunity inputs, requirements and specifications; should be able to capture the Digital Solution scope and understand the complete requirements of the customer. Design and present tailored solutions that demonstrate the value and benefits of the digital products and services. Provide technical support and expertise during the sales process, addressing client queries and concerns. Understand inter-dependencies and lead cross-functional teams towards technical solutions for multi-tiered systems. Clarify, prioritize and drive solution commitments as well as establish and maintain clear chains of accountability. Adherence to proposal & estimation process and guideline to select proper Digital Solution Applications/offering to come up with the technical solution. Preparing technical proposals, cost estimates ensuring it meet the customer requirement and provide competitive advantage to JCI. Provide technical leadership to coordinate, prioritize and deliver proposal, commercials in pre-sales process. Articulate goals, desired outcomes, risks/issues and mitigation plan clearly in pre-sales process. Clearly qualify out of the box solutions and possible customizations needed. Provide feedback to product management and development teams regarding customer needs and market demands.

What we look for

12+ years' experience as Presales engineer and delivering proposal, commercials in overall Bid process. Deep knowledge of the company's digital product portfolio, industry trends, and competitive landscape. Expertise in building technologies e.g. BMS, VMS, ACS, Fire and Lighting. Knowledge of different types of network protocols like BACNet, LON, Modbus, OPC, and other protocols. knowledge of HVAC or Industrial Control systems, IT-OT Integrations, API integrations. knowledge of cloud IoT platforms (MS Azure is preferred) Familiar with Energy Management, Cloud based Analytics tools, Digital Twin, Digital asset management and BRICK schema concepts. Ability to handle multiple priorities in an energizing and fast-paced environment. Track and analyze key performance metrics to measure the effectiveness of pre-sales activities. Provide regular reports and updates to senior management on pre-sales performance, opportunities, and challenges. Implement continuous improvement initiatives to enhance pre-sales processes and outcomes. Stay updated on industry trends, competitive landscape, and new product feature.

Skills and Competencies:

Strong technical aptitude and ability to quickly learn new products and technologies. Excellent communication and interpersonal skills. Strategic thinking and planning. Technical expertise and industry knowledge. Ability to present complex technical information in a clear and concise manner. Strong problem-solving skills and customer-oriented mindset. Ability to work independently and as part of a team.

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