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February

Solutions Consultant Etrm

Hitachi ABB Power Grids - Brisbane Grove, NSW

Sales
Source: uWorkin

Source: uWorkin

JOB DESCRIPTION

Hitachi ABB Power Grids is a pioneering technology leader that is helping to increase access to affordable, reliable, sustainable and modern energy for all. We help to power your home, keep the factories running, and our hospitals and schools open. Come as you are and prepare to get better as you learn from others. Bring your passion, bring your energy, and plug into a team that appreciates a simple truth: Diversity + Collaboration = Great Innovation

For our Marketing, Sales and Product Management team, understanding the full potential of our technology and the trends in our markets is highly rewarding. In addition, helping customers all over the world improve efficiency, save resources and reduce emissions gives our work a powerful sense of purpose. Hitachi-ABB's Grid Automation team provide the most complete digital portfolio in the industry, offering our customers with end-to-end solutions. Combining our products with our exceptional expertise allows us to provide innovative solutions to energize the digital grid. As a Solutions Consultant, you will have the main responsibility of driving pre-sales activities in support of our Asia-Pacific (APAC) sales growth and strategy for ETRM solutions. This role requires in-depth understanding of ETRM systems, and the associated value proposition to prospective clients. To be successful in this role, you will need a strong grasp of the commodity trading of Power, Natural Gas, Renewables and LNG in the Asia-Pacific region. Experience in Crude and Refined Products, Coal, and Emissions trading will be a plus. You need to understand the trade life cycle from Front Office, Risk Management, Back Office and Logistics. You also need to understand the overall market developments in various countries and target companies. You must demonstrate a high-level understanding of business processes and integration solutions in ETRM industry. You will also need to work with the subject matter experts in order to prepare and submit documents such as RFI/ RFQ/ RFP. You will assist Account Executives to meet strict delivery of these sales tender documents. You must demonstrate required skill sets to prepare solution presentation, prepare and setup software demos. You need to be able to visualize the technical requirements communicated by various departments of a prospective client, and to be able to synthesize these into proposed solutions which the client will find compelling. You must be able to understand the implicit and explicit requirements and navigate these from a techno-commercial perspective. This is a Singapore-based role, but with a regional mandate covering the entire APAC region.

Your Responsibilities

  • Having the drive to produce the most compelling technical proposal. This involves understanding client needs and matching these with the features and strengths of HAPG’s ETRM solution.
  • Utilizing your technical knowledge and business acumen to assist in opportunity vetting and scoping.
  • Proactively seeking out and independently running ETRM product demonstration sessions, to convince prospective clients of the value proposition of our solutions.
  • Supporting the Sales organizations during the technical meetings, product presentations and negotiations with customers and providing technical support and clarification as needed.
  • Supporting bid/no bid analyses and decisions. Participating in project risk review processes.
  • Living core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.

Your background
  • Bachelor’s Degree in Engineering, Business/Economics and Information Systems degrees preferred
  • Minimum five years of energy or related industry experience in Energy Trading and Risk Management (ETRM) solutions, with knowledge of the industry landscape, prospective clients and business network
  • Excellent English language skills. Knowledge of another Asian language is advantageous
  • Strategic Business Acumen, and resilience in sales pursuits
  • Excellent time management, decision-making, presentation, relationship-building, and organizational skills
  • Must thrive in a fast-paced, time-compressed and dynamic environment
  • Prior work experience with prominent ETRM vendors
  • Willingness to travel when required.
  • Be able to comfortably communicate the value proposition of HAPG’s ETRM solutions, and to scope proposed solutions based on prospective clients’ credit, operation, business and risk requirements.
  • Have a strong grasp of the commodity trading of Power, Natural Gas, Renewables and LNG in the Asia-Pacific region. You need to understand the overall market developments in various countries and target companies.
  • Have in-depth familiarity with the trade life cycle and associated risk management processes and controls at target companies. You must demonstrate strong understanding of the processes from Front Office, Risk Management, Back Office and Logistics.
  • Familiarity with risk reporting and compliance processes, including Value-At-Risk, Cash-Flow at risk, capital requirements, scenario analysis, and stress-testing etc.
  • In power and renewables domain, you must have a firm grasp on the dynamics of fuel supply contracts, hedging requirements, long-term power sales agreements, spot transactions and the interaction with the generation portfolio.
  • In gas domain, you need to have strong knowledge of gas fuel dynamics, storage, transportation, and various dimensions of gas supply agreements.
  • Strong IT skill set including broad knowledge of database configuration and use.
  • Be able to clearly communicate complex energy risk and analytics to prospective clients’ business and non-business users.

More About Us

Hitachi ABB Power Grids is a global technology leader with a combined heritage of almost 250 years, employing around 36,000 people in 90 countries. Headquartered in Switzerland, the business serves utility, industry and infrastructure customers across the value chain, and emerging areas like sustainable mobility, smart cities, energy storage and data centres. With a proven track record, global footprint and unparalleled installed base, Hitachi ABB Power Grids balances social, environmental and economic values, and is committed to powering good for a sustainable energy future, with pioneering and digital technologies, as the partner of choice for enabling a stronger, smarter and greener grid. www.hitachiabb-powergrids.com
Grid Automation