Senior Solutions Consultant

2 weeks ago

London, Greater London, United Kingdom Smiths Detection Full time
Job Description

Every minute of every day, in nearly every country across the globe, Smiths Detection people and technology make the world a safer place. We safeguard people, business and infrastructure with the latest innovations and screening technology for aviation, ports, borders, defense, and security across 55 countries around the globe

The Senior Solution consultant works closely with Regional Markets, Head of Applications & Regulatory Compliance and Aviation Integration Business lead, in an advisory capacity on customer strategic roadmap development, airport concept of operations and Smiths Detection solutions.

Based from our offices in London, the Senior Solutions Consultant you will be responsible for designing and implementing the integrated solutions strategy, with a broad product portfolio including those from technology partners, aimed at providing robust integrated Airport Checkpoint solutions tailored for clients that meet both current and future requirements.

The Senior Solutions Consultant will play a key role in guiding and advising local management decisions on tender processes, trial opportunities and potential collaborations with 3rd party hardware/ software suppliers.

You will contribute to the development of new checkpoint products and capabilities through capturing & reporting on customers operational requirements. You will also engage with Industry and regulatory working groups e.g., the DfT, European Commission, national authorities, ECAC (European Civil Aviation Conference), EOS and ACI to influence and inform policy development.

Duties

  • Advisor on concept of operation and solutioning options to customer and the Market head in the region and more globally
  • Identify top strategic opportunities & profile key customers
  • Collate and report on active pipeline management and prioritisation
  • Report out on wins, losses in partnership with sales and collate lessons learnt and share with the global organisation
  • Support global bids on complex strategic deals
  • Presales support and provide input to the technical compliance matrix for tender responses.
  • Coordinate across sales, service, and technology to deliver on complex solutions.
  • Implement a solutions strategy with a product portfolio including those from technology partners.
  • Together with the Integration team work closely with third party providers of software and hardware to develop a complete solution that complements the Smiths Detection product range and expands the market share of Smiths Detection.
  • Development and deployment of screening solutions that meet regulatory, operational and business requirements.
  • Mentor team members (presales and solution consultants) to grow into cross-functional solution bid contributors and contribute to the continuous improvement of our architectural practices
  • Ensure the business achieves or exceeds annual order commitments and develops tactics to grow the business
  • Present customer/market requirements to technical teams - Digital, R&D & integration
  • Grow existing and new customer relationships
  • Support workshops/training/exhibitions with advice, tools and training.

Technical Knowledge, Skills and Abilities

  • Bachelor's degree or higher in Science, Engineering, Industrial engineering and management or equivalent experience.
  • Significant experience in solution design and experience and understanding of detection technologies and their application. (Checkpoint Security, Body scanning/Xray)
  • Ability to demonstrate strong leadership and interpersonal skills with a natural passion to deliver against commitments.
  • Ability to communicate at all levels of the organisation recognising the level of details that is required for a particular audience.
  • Advanced vision, attention to detail, highly organised and proven ability to work under own initiative developing methods and procedures for new assignments.
  • Significant ability at influencing and collaborating acting as a champion for Checkpoint project leadership and governance.
  • Actively contribute to colleague development activities to colleagues encountered that interact with the checkpoint organisation.
  • Able to understand and create plans to oversee complex stakeholder management across business levels, to ensure alignment and delivery of the goals and objectives of the checkpoint organisation.
  • Able to create an inclusive and coordinated environment to maximise the effectiveness of the checkpoint organisation.
  • Experience in working with Sales organisations and or Sales experience
  • Knowledge of security operations, relevant regulations
  • Experience in dealing directly with Customers.
  • Effective communication skills at all levels of the organization with the ability to explain complex technical concepts to non-technical stakeholders.
  • Ability to interact and drive results in cross-functional teams in a matrix environment and influence people outside of direct reporting relationships
  • Market oriented way of thinking

Diversity & Inclusion

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity. We have several employee-led Employee Resources Groups (, Black Employees Network, Veterans, Pride Network) providing support, enhancing career development, and contributing to personal development in the work environment and beyond.

At no time during the hiring process will Smiths Detection, Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career's website ( LinkedIn.

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