Lead Solutions Architect

3 weeks ago

Hemel Hempstead, Hertfordshire, United Kingdom Smiths Detection Full time

Senior Solution Consultant at Smiths Detection

The Senior Solution Consultant collaborates closely with Regional Markets, the Head of Applications & Regulatory Compliance, and the Aviation Integration Business Lead, providing expert guidance on customer strategic roadmap development, airport operational concepts, and Smiths Detection's innovative solutions.

Operating from our London offices, the Senior Solutions Consultant is tasked with crafting and executing the integrated solutions strategy, encompassing a diverse product portfolio that includes offerings from technology partners. The goal is to deliver robust integrated Airport Checkpoint solutions tailored to meet both current and future client needs.

This role is pivotal in steering and advising local management on tender processes, trial opportunities, and potential partnerships with third-party hardware and software suppliers. You will play a significant role in the development of new checkpoint products and capabilities by capturing and reporting on customer operational requirements.

  • Act as an advisor on operational concepts and solution options for customers and regional market leaders.
  • Identify key strategic opportunities and profile significant customers.
  • Compile and report on active pipeline management and prioritization.
  • Analyze wins and losses in collaboration with sales, sharing lessons learned with the global organization.
  • Support global bids for complex strategic deals.
  • Provide presales support and contribute to the technical compliance matrix for tender responses.
  • Coordinate across sales, service, and technology to deliver comprehensive solutions.
  • Mentor team members, including presales and solution consultants, to enhance their contributions to cross-functional solution bids and improve architectural practices.
  • Ensure the business meets or exceeds annual order commitments while developing strategies for growth.
  • Present customer and market requirements to technical teams, including Digital, R&D, and integration.
  • Foster relationships with existing and new customers.
  • Support workshops, training sessions, and exhibitions with expert advice and tools.

Technical Knowledge, Skills, and Abilities

  • A Bachelor's degree or higher in Science, Engineering, Industrial Engineering, Management, or equivalent experience.
  • Extensive experience in solution design, with a solid understanding of detection technologies and their applications.
  • Proven leadership and interpersonal skills, with a strong commitment to delivering on promises.
  • Ability to communicate effectively at all organizational levels, tailoring details to suit the audience.
  • Exceptional attention to detail, highly organized, and capable of working independently to develop methods and procedures for new assignments.
  • Strong influencing and collaboration skills, acting as a champion for checkpoint project leadership and governance.
  • Contribute actively to the development of colleagues who interact with the checkpoint organization.
  • Skilled in managing complex stakeholder relationships across business levels to ensure alignment and achievement of checkpoint goals.
  • Capable of fostering an inclusive and coordinated environment to maximize the effectiveness of the checkpoint organization.
  • Experience working with sales organizations or direct sales experience.
  • Knowledge of security operations and relevant regulations.
  • Experience in direct customer engagement.
  • Effective communication skills across all organizational levels, with the ability to convey complex technical concepts to non-technical stakeholders.
  • Adept at driving results in cross-functional teams within a matrix environment and influencing individuals outside of direct reporting lines.
  • A market-oriented mindset.

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