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Description
About IPS
Invensys Process Systems (IPS) provides products, services and solutions for the automation and optimization of plant operation and is at the forefront of technological innovation. It serves process industries such as oil and gas, hydrocarbons, chemicals, power and utilities, metals and mining, and also the discrete and hybrid manufacturing sectors such as pharmaceutical, biotech, healthcare and life sciences. Its engineering services and technologies help production facilities across the world and across many different industries achieve more productivity, more efficiency and greater safety. IPS also provides regulatory compliance and business solutions and services for the pharmaceutical, biotech, healthcare and life sciences industries.
The IPS Solutions Portfolio
IPS provides world class results by applying an array of products, services and solutions throughout our clients' process automation needs to deliver real, measurable performance improvements.
IPS contains some of the market’s leading brands. Foxboro produces intelligent field instrumentation, distributed control systems (DCS), and supervisory control and data acquisition (SCADA) systems which are well-respected throughout the world. Our Triconex™ products are based on industry-leading Triple-Modular Redundant (TMR) industrial safety-shutdown technology for critical control and turbomachinery applications. SimSci-Esscor is the leader in development and deployment of advanced plant and process simulation software and systems, while the Avantis® brand provides comprehensive enterprise asset management software (EAM) solutions.
It is the responsibility of the IPS Sales Support Center (SSC) Solution Architect to develop client-centered solutions to provide economic value through the application of IPS and third-party portfolio offerings. As part of the SSC, the Solution Architect is a member of a highly experienced team of professionals and leaders that work on strategic pursuits, typically valued at $5-10M.
The Position: Solution Architect
The IPS Solution Architect coordinates the design, development, implementation, and support of complex business and/or process automation enabled solutions encompassing multiple specializations and technologies.
Responsibilities
As a core member of the pursuit team, the Solution Architect is responsible for the overall delivery solution of a proposal based on a client’s business requirements. Applies industry, technical and IPS knowledge to identify and recommend integrated solutions, products, and services to support the company’s accomplishment of business goals or technical needs. Translates client and organizational objectives and critical success factors into actionable technology strategies.
The Solution Architect participates in a team effort to present the economic benefits provided by the IPS value-based approach to prospective clients. The Solution Architect drives creative client-centric solutions for all IPS offerings that impact the client's business and bring value to the client. Will have intimate industry knowledge of the markets and clients' businesses as well as IPS portfolio offerings and possible third-party solutions in the selected industry segment(s).
The Solution Architect creates and utilizes project/program management guidelines, leads others in the definition of project scope, plans, and deliverables including cost projections and proposed implementation dates utilizing approved tools and guidelines. Creates business process and/or information technology plans based on an understanding of the client's organizational strategic direction, technology context, and business needs.
The SSC Solution Architect mentors others on the application of new technologies, tools, processes, and system and solution development methodologies. With the pursuit team, assists with presentation of the business process and technical solution to the client. Assists the pursuit team to qualify and quantify new opportunities.
Job Essential Functions
The IPS Solution Architect is responsible for creating a solution that exactly meets the client’s business requirements based on IPS’ capabilities.
Other job essential functions include, but are not limited to, the following:
•Performs Process Studies: Discover improvement opportunity and economic value through teaming with clients. Determine solutions and benefits by obtaining process information through interviews, process design drawings and specifications, analysis of operational data, analysis of practices and procedures in operations, maintenance, material handling, consulting contracts and information technology.
•Provides Economic Value Assessment: Calculate the economic value generation of each identified solution. Apply client economic information, market condition information and the selected improvement opportunities to estimate the economic value of the proposed solution. Improvement
•Develops and maintains the solution cost model (using the current CQA tool).
•Responsible for the formal SSC cost model review process including the final corporate CQA Leader Approval review.
•Produces Solution Definition: Design a solution which best achieves the identified improvement targets. Work with appropriate company organization(s), i.e. sales and/or delivery groups, to provide a solution definition that must include a listing of all hardware, software, engineering, consulting services, installation services and long-term service and support. May develop advanced control design strategies necessary to deliver the defined benefits.
•Assist in mapping opportunity to portfolio and assess IPS’ ability to respond
•Present and review solution components with delivery and internal governance stakeholders
•Assist in the preparation of the final value proposition for all stakeholders
•Conduct due diligence with the client
•Assess final solution delivery risks and identify mitigation
•Assist in the transition of the solution to delivery organization
Career Development
The career development opportunities for IPS Solution Architects are outstanding. The Solution Architect has the opportunity to deepen and broaden their skills to move into a Client Support Manager role. Beyond this, it is not uncommon for Architects to transition into delivery or client care roles within IPS.
Solution Architect, Individual Profile
Education:
Bachelor or equivalent university degree preferred in Computer Science, business, Economics or Engineering. MBA is a major plus. *Often knowledge is "self-taught" as formal training in emerging technologies may not exist.
Experience:
•At least 5+ years of sales solution development experience, including pricing and costing, in at least one IPS targeted offering area. Development experience with more than one IPS targeted offering highly preferred.
•Past experience in supporting deals of $5-10 million in contract value
•Experience developing solutions with alliance partners or for business transformation
•Experience articulating the technical solution and value proposition both internally and to a client’s executive team
•Capability to understand IPS offerings and articulate those offerings to the industry and prospects
•Travel up to 50%
Significant experience and demonstrated achievement in one or more of the following fields:
•Experience with services pricing for new business development activities is preferred
•Working knowledge and experience in Process Automation Services or related area
•Experience developing solutions in a technical environment that comply with client requirements
Knowledge Base:
1.Industry and Technology Expertise – A deep understanding of the impact of automation on a firm’s business. Strong appreciation and understanding of key current and emerging technologies, third party solutions and packaged software applications of importance to the global markets.
2.Industry and Technology Insight – A deep understanding of the impact of automation on a firm’s business.
3.Process Automation Services – A strong knowledge and understanding of the predominant firms, products, services and solutions that are most important to large global firms. Insights into emerging players and key trends in the Process Automation marketplace.
Professional Skills:
1.Solution Design - The ability to analyze client business objectives and operations, and current environment, to propose a technical, business and financial solution that meets and/or exceeds the client requirements. Has the ability to proceed with incomplete or inconsistent data through devising reasonable, consistent assumptions, and ensure that solution components align with IPS capabilities, standards, and best practices.
2.Product Offering Proficiency - Comprehends the features, benefits and value propositions related to the products and services and translate the knowledge into a business language and fluently articulate it within a client environment. Familiar with the products and services within the Process Automation industry and all the associated services, support issues and pricing rational surrounding them.
3.Market Expertise – Ability to understand and apply industry/market knowledge in client communications and dialog in terms of macro drivers, significant trends and strategic directions
4.Innovation - Capacity for creativity regarding the design of technical, business and financial solutions; intellectually bright and open-minded to diverse technical solutions; conversant in state-of-the-art and industry technologies.
Personal Attributes:
1.Sound Business Judgment – Sizes up situations quickly, is practical, knows the right things to do and when to do them.
2.Change Resilient / Adaptable – Handles complex, ambiguous or stressful situations in a calm, professional manner. Thrives in a highly-competitive, changing environment.
3.Highly organized and disciplined.
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