Solution Expert Jobs (NOW HIRING)

Description

The Solutions Architect is a key member of the Copeland Cold Chain go to market team. They will understand industry trends, identify customer pain points and determine the best customer solution leveraging the vast Copeland controls and services portfolio. The Solution Architect will lead and drive our pre-sales control solutions engagements in Food Retail with End User and OEM customers and a potential to extend into Foodservice and Industrial applications. They will serve as a trusted customer partner and subject matter expert in the holistic control solution for refrigeration, HVAC and lighting which includes but not limited to, supervisory controls, distributed controls, custom controls, commissioning services, and third-party integrations.

They will collaborate with our Sales, Projects, Product Management, and other team members to develop the strategy in Food Retail which drives growth across our product and service offerings. They will be the subject matter expert for OEM and End User Sales team to identify and drive pursuits within the Food Retail industry. The Solutions Architect will interact directly with our Commercial teams across the Americas and our Product / Engineering teams in Kennesaw, GA, Belluno, Italy, Eden Prairie, MN and Sidney, OH.

As the Solutions Architect, you will:

• Serve as trusted customer partner and pre-sales solution subject matter expert for refrigeration, HVAC and lighting controls (supervisory, distributed, custom, third-party integrations) and applicable services (commissioning, programming, project)
• Serve as commercial solution expert on markets, industries, channels and competitive product lines
• Identify trends in controls solutions and services in assigned industries
• Collaborate with the sales team on customer-facing engagements and serve as commercial solution expert. Pull in technical subject matter experts where needed
• Perform discovery conversations with customers to understand their pain points, value, budget and timing to create the correct strategic solution for them
• Act as the bridge between technical and commercial teams internally and with the customer; focus on driving value
• Development and lead strategic direction of new solutions with customers across Cold Chain - including, but not limited to, solutions with focus on Food Retail and potentially Foodservice and Industrial markets
• Create and collaborate with cross functional teams on new solutions with customers, including providing direction to the project management, customer success or product management team to ensure the successful execution for new solutions
• Develop business cases and financial justification to prioritize opportunities for potential customer strategic solutions, including proposed success metrics
• Collaborate and transition new solutions to Product Management team to transition from pre-sales activities to life-cycle management in product management and/or development
• Communication of new solutions, progress and development to Leadership team
• Establish and implement short- and long-range goals, objectives, policies, and operating procedures

Required education, experiences & skills:

• BS degree in Engineering, or related technical discipline
• Seven years of food retail product development / engineering / marketing / sales / business development experience or related experience
• Knowledge of Copeland control systems for Food Retail, including but not limited to E3, Site Supervisor, distributed controls
• Demonstrated success in sales, application engineering or marketing in the food service or food retail markets
• Proven experience in consultative solutions selling
• Effective analytical, coordination and verbal communication skills
• Adaptability to handle changing selling environments
• Ability to travel 30-40%

Preferred education, experiences & skills:

• MS degree in Business, Management, Engineering, or related technical discipline
• Ten years of food retail product development / engineering / marketing / sales / business development experience or related experience
• Sales experience with Software as a Service and/or reoccurring sales models
• Demonstrated ability to lead and influence colleagues at all levels of the organization
• Proven track record of translating market trends & customer needs into an actionable strategy

Collaboration First Hybrid Work Arrangements:

This role is hybrid eligible with the requirement to be in office at least three days per week. Colleagues are expected to demonstrate a collaboration first mindset, which is the understanding that teams will work together in-person and colleagues should be flexible to adjust their hybrid days based on business needs. You will have an opportunity to work with your team and leader to determine when you should be in office to drive meaningful connections and to best serve our customers.

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