Solution Consultant

POSITION SUMMARY:

Under general supervision, the Solution Consultant is responsible for identifying, developing, and leading new solution sales opportunities with strategic End Users, OEMs, and System Integrators in an assigned territory or market segment. This role represents Mitsubishi Electric's commitment to helping customers solve complex business and operational challenges by leveraging the full MEUS-IAD portfolio of hardware, software, services, engineering resources, and partner capabilities. The Solution Consultant leads the commercial sales process from prospecting and discovery through proposal, specification, and customer commitment, while collaborating with internal technical, engineering, channel, and operations resources to deliver the right customer outcome. Success in this role is measured by new account development, qualified pipeline creation, solution-based selling activity, strategic account growth, and the ability to convert customer challenges into measurable business opportunities.

The essential functions of the position include, but are not limited to the following:

• Identify and qualify strategic End User, OEM, and System Integrator target accounts and projects that align with the company’s growth priorities and Perfect Prospect Profile.

• Develop new prospects through independent prospecting, marketing and BDR leads, microsegment targeting, trade shows, referrals, Salesforce activity, and other direct and indirect methods.

• Lead commercial discovery meetings to understand the customer’s business drivers, operational challenges, technical environment, decision process, budget expectations, and success criteria.

• Develop Discovery Agreements, Automation Assessments, account plans, and opportunity strategies that connect customer needs to the company's solutions.

• Lead the sales process from initial customer engagement through proposal, specification, negotiation, and customer purchase commitment.

• Determine the appropriate path to market early in the sales process, including direct engagement, channel involvement, or transition to a Solution Partner, with management approval as required.

• Collaborate with Field Application Engineers, Solution Development, Product Management, GIS subject matter experts, Services, Customer Care, Sales Operations, and qualified System Integrators to build complete solutions for customer opportunities.

• Position the full MEUS-IAD portfolio, including automation hardware, software, services, digital engineering capabilities, data acquisition solutions, controls, motion, drives, robotics, CNC, and low voltage products, as part of a broader customer solution.

• Facilitate demonstrations, deliver technical and commercial presentations, prepare proposals, and coordinate internal resources to support customer decision-making.

• Build trusted relationships with customer stakeholders, including engineering, operations, maintenance, purchasing, management, and executive sponsors.

• Develop and maintain territory, account, and opportunity plans that define target accounts, strategic pursuits, pipeline priorities, forecasted revenue, risks, and required internal support.

• Document sales activity, discovery findings, opportunity stage, next steps, leading indicators, and forecast information accurately in CRM.

• Maintain a strong working knowledge of industrial automation, customer applications, competitive alternatives, and MEUS-IAD solution capabilities in order to conduct meaningful customer conversations.

• Support the development of strategic direct accounts and pass lower-potential or transactional opportunities to the appropriate channel or partner resource when aligned with territory strategy.

• Complete monthly and annual business forecasts, pipeline reviews, account plans, and sales activity commitments as required by management.

• Ability to travel (40%-60%) based on customer demand, within assigned region.

• Perform other job functions as assigned.

EDUCATION AND EXPERIENCE:

• Bachelor’s Degree in Electrical or Mechanical Engineering or equivalent experience in Electrical or Mechanical Engineering

• Minimum 1 year of sales, business development, technical sales, or customer-facing industrial automation experience.

• Experience working with End User, OEM, and System Integrator accounts to identify needs, develop opportunities, and advocate automation solutions.

• Product and application knowledge in PLC, VFD, HMI, Servo/Motion, networks, robots, SCADA, data acquisition, digital solutions, software, services, and related industrial automation solutions.

• Ability to lead commercial discovery, ask effective questions, document customer needs, and translate business and operational challenges into solution proposals.

• Demonstrated ability to prospect independently, build qualified pipeline, manage account plans, and advance opportunities through a defined sales process.

• Strong collaboration skills with the ability to coordinate internal technical, commercial, operational, and partner resources in support of customer outcomes.

• Strong written and verbal communication skills

• Computer proficiency with MS Office components: Outlook, Word, Excel, PowerPoint

• Digital media proficiency (FB, X (Twitter), LinkedIn, etc.)

• Sales process training such as Wilson CSP, Neuroselling, negotiation training, or equivalent consultative selling methodology.

• Experience positioning bundled or integrated solutions that include hardware, software, services, digital engineering, system integration, and customer support resources.

• Salesforce CRM experience

• Experience developing strategic account plans, territory SWOT analysis, target account lists, sales cadences, and measurable pipeline creation goals.

The pay range for this position at commencement of employment is expected to be between $111,200/yr and $152,900/yr; however, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, including commissions based on achieving individual performance and/or sales metrics, incentive compensation and discretionary awards in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. Details of participation in these additional compensation and benefit plans will be provided if an employee receives an offer of employment.

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.

We are an equal employment opportunity employer. All employment decisions are made without regard to race, color, religion, sex, pregnancy, breastfeeding or related medical condition, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity, gender expression, domestic partnership, physical disability, mental disability, medical condition, genetic characteristic or information, military or veteran status or other legally protected status (except when one of these criteria is a legally permissible bona- fide occupational qualification).

The Company will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the Company, or (c) consistent with the Company’s legal duty to furnish information.

To view the EEO is The Law Poster and the supplement, please visit www.dol.gov/sites/dolgov/files/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf

To view the Notice to Job Applicants and Employees regarding San Francisco's Fair Chance Ordinance and the Know Your Rights poster please visit www.sfgov.org/olse/sites/default/files/FCO%20poster2020_0.pdf

Applicants with a disability who need assistance with the application process may contact Human Resources by email at [email protected] or by calling 714.229.3813.