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|| Architectural Services, Computers, Software, Construction, Mining and Trades, Finance/Economics, Financial Services, Information Technology, Sales, Research & Development, Environmental, Energy / Utilities
Building Automation Solutions Architect (Business Development, Sales)|
Position will be based in Brookfield, WI
The purpose of this position is to define long-term organizational strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions. Makes presentations on solutions and services that meet or predict their clients’ future needs. Typically, these will be based around alternative financing or delivery models.
USE: Energy and Sustainability ONLY
Pre-sales activities; develop solutions based on identified and qualified opportunities brought forth by business development executives, account executives, partners, referrals, etc.
Develop cost estimates according to company guidelines, rates, etc., using standard pricing and estimating tools.
Develop proposal content that conveys the solution being offered including but not limited to technical descriptions, architectures, alternative comparisons, etc.
New technology evaluation. Evaluate new technologies and determine whether they become part of CBRE solution set. This includes working with the delivery team to verify applicability, usefulness, etc., and if selected, establish in concert with ESU, appropriate training for the sales and delivery teams.
Application Development. Define applications that will be developed by ESI. Typically, this will be applications for the software platforms we use including but not limited to Niagara, SkySpark, DGLux, and others. As part of the development process, establish in concert with ESU, appropriate training for the sales and delivery teams.
Sales Support. Assists the sales team with customer-facing events such as customer sales presentations, technology demonstrations, webinars, trade show exhibits, etc.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Identifies trendsetter ideas by researching industry and related events, publications, and announcements.
Locates or proposes potential business deals by contacting potential partners; discovering and exploring opportunities.
Screens potential business deals by analyzing market strategies, deal requirements, potential, and financials; evaluating options; resolving internal priorities.
Develops negotiating strategies and positions of alternative financing models with prospective client’s; examining risks and potentials; estimating client's needs and goals.
Closes new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations.
Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.
Enhances organization reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.
Responsible for creating all business development and business delivery elements needed to support new service offerings including processes, contracts, value propositions, sales presentations and collateral materials
Responsible for coordinating with internal and external parties as needed, including external funding sources to define processes, documentation and support elements required to support new service offerings and for taking a leadership role in contract negotiations as required.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
EDUCATION and EXPERIENCE
Bachelor's degree (BA/BS) from four-year college or university. Masters degree or MBA preferred. Five or more years of related experience in sales.
Previous experience in selling operating leases and service agreements that incorporate expenditures normally treated by end user customers as capital expenditures.
Previous experience working with Customer Relations Management (CRM) software.
CERTIFICATES and/or LICENSES
A valid driver’s license with a good driving record for applicable vehicles, without restrictions, or limiting conditions. (Corrective lenses permitted)
Excellent written and verbal communication skills. Strong organizational and analytical skills.
Ability to provide efficient, timely, reliable and courteous service to customers. Ability to effectively present information.
Must possess excellent presentation skills.
Must be able to network with others in and outside of the industry.
Requires advanced knowledge of financial terms and principles. Ability to calculate intermediate figures such as percentages, discounts, and commissions. Conducts advanced financial analysis.
Must be familiar with basic financial terms and concepts as they relate to contracts, proposals, and providing consultation to the customer on available options for financing.
Must be familiar with customer capital budgeting tools, techniques and processes including discounted cash flow analyses.
Must be familiar with capital leases, operating leases and service agreements as well as FASB related definitions and bulletins related to these various arrangements.
Must be familiar with creative financial arrangements typical of energy efficiency and renewable energy retrofit arrangements such as shared savings, pay from savings and power purchase arrangements.
Ability to comprehend, analyze, and interpret complex documents.
Ability to solve problems involving several options in situations.
Requires advanced analytical and quantitative skills.
Should be familiar with sale and leaseback arrangements especially as used to stimulate growth of the types of service based arrangements referred to above.
OTHER SKILLS and/or ABILITIES
Must possess prospecting, sales planning, selling to customer needs and closing skills. Familiar with basic contract language, negotiation and management. Exhibit a motivation for selling and meeting sales goals.
Must possess a thorough knowledge of the use and operations of Windows-based computers.
Must be willing to travel, including some overnight trips.
SCOPE OF RESPONSIBILITY
Decisions made with thorough understanding of procedures, company policies, and business practices to achieve general results and deadlines. Responsible for setting work unit and/or project deadlines. Errors in judgment may cause short-term impact to department.