Pre-Sales / Solution Architect – Building & Energy Software (France)
About Univers:
A global AIoT software leader in Net Zero, Univers is committed to becoming the world’s leading net zero technology partner for enterprises, governments, and cities to accelerate progress and improve quality of life.
EnOS™, Univers’ proprietary AIoT operating system, connects and manages more than 120 million smart devices and 360 gigawatts of energy assets globally. Univers’ growing ecosystem of more than 360 customers and partners spans 10 industries and includes Accenture, Amazon Web Services, GovTech Singapore, Keppel Corporation, Microsoft, Nissan, PTT, Solarvest, Total and ST Engineering. The company has more than 900 employees and 12 offices across the United Kingdom, France, Germany, the Netherlands, Norway, Japan, Thailand, China, and the United States, with headquarters in Singapore. For more information, please visit www.univers.com.
Due to significant growth and market demand in the Building & Energy Management and Optimization market, we are currently hiring a Pre-Sales / Solution Architect for the French market. The role focusses on our largest customers and prospects and reports directly to the Head of Pre-Sales Europe. It is a great opportunity to join a dynamic team which is rapidly growing. The successful applicant can expect support from the Head of Solution Engineering Europe to enable success in an exciting, demanding, and challenging yet very rewarding role.
Job Description:
This role requires the candidate to be independent with a can-do attitude and leverage a unique combination of commercial acumen combined with technical knowledge in digital, energy and Building Management Systems. The successful candidate will use their experience to work hand in hand with the French commercial team as well as the European team on a case-by-case basis.
From commercial demo, solution architecting and pricing, the candidate will create a mutually beneficial relationship with our sales team and customers across the different leads and projects. To ensure pipeline conversion, the Pre-Sales/Solution architect will have to leverage one’s knowledge of cloud-based software and energy & building management to help our key accounts’ teams developing their own expertise on these topics. The applicant will be required to use their collaborative customer management skills in a fast growing and multicultural setting in order to work closely with:
1. Customers to ensure they receive the best service, and Univers can convert sales value proposition into actual solution design and commercial offer,
2. Go To Market to provide day-to-day support on solution demo, business case consolidation, value engineering and offer consolidation.
3. Finance and our Delivery teams for project pricing and sizing to ensure rentability, managing risks and issues accordingly, and ensuring consistency with the sales team.
4. Envision Product Domain leaders to ensure customers awareness about our latest relevant solutions and to be the voice of the customer in our product charter process.
The Pre-Sales/Solution Architect is expected to support the Key Account Managers, GTM, and Business Developers in their interactions with our customers. The candidate is expected to be able to quickly learn about a customer and Univers role being able to identify Strengths, Weaknesses, Opportunities and Threats to our work and agree ways to mitigate them. As required the candidate will need to also support the GTM in business development activities to progress campaigns, identify leads, manage opportunities and support the execution of successful sales closing and project delivery strategies using techniques such as consultative selling, stakeholder mapping, value engineering.
Roles & Responsibilities:
• Supporting GTM in operational matters related to client relationship
• Undertaking value engineering and business benefit tracking/validation
• Preparing content for client review meetings and associated outputs working with Delivery, Product, O&M teams to ensure materials are accurate and up to date
• Preparing project finances in close relationship with the Delivery team
• Supporting GTM in business development activities as required
Skills & Experience required:
• Degree level educated
• 5+ years of prior and proven experience in client facing consulting/ technical account management
• Experience in Software related to Energy and/or Building domain
• Rigorous profile capable of showing initiatives in a challenging context.
• Good balance of both technical and soft skills to empower our sales team whilst ensuring a successful delivery.
• Keen interest in Net Zero / Cloud-based software and associated business models / Renewable Energy