Solutions Consultant - ETRM

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The opportunity:

As a solutions consultant, you will have the main responsibility of contributing to pre-sales/ Implementation activities in support of our APAC sales growth and strategy for ETRM solutions. Understanding how electricity, gas, and carbon markets work is beneficial. Financial modelling skills and being comfortable working with complex Excel spreadsheets are essential. This role offers wide exposure to markets in the APAC region. ANZ, Japan, and Southeast Asia are primary markets. Given the diverse nature of these markets, the opportunity to develop either a broad understanding of all these markets or become a specialist in one of these markets exists. This is a very hands-on role and will require the successful candidate to become extremely comfortable in using the applications and develop configurations to support both presales and implementation activities. As a functional consultant, while deep technical knowledge is not required, ability to build SQL scripts and support technical conversations will be an advantage. You will also need to work with the subject matter experts to prepare and submit documents such as RFI/ RFQ/ RFP. You will assist Account Executives to meet strict delivery of these sales tender documents. You must demonstrate required skill sets to prepare solution presentation, prepare and conduct software demos.

How you’ll make an impact:

• You must produce the most compelling technical proposal; this involve understanding client needs and matching these with the features and strengths of Hitachi Energy’s ETRM solution.

• You will also seek to work with other product teams and functional experts to develop large and complex solution architectures to demonstrate how a set of various products from Hitachi Energy can come together to offer a differentiated solution to the customer.

• You will utilise your technical knowledge and business acumen to assist in opportunity vetting and scoping. This will include originating and leading customer discovery calls and capturing the learnings into the support of a close plan. You will also support bid/no bid analyses and decisions, participate in project risk review processes.

• You will proactively seek out and independently run ETRM product demonstrations and workshops, to convince prospective clients of the value proposition of our solutions.

• You will be required to support the Sales organizations during the technical meetings, product presentations and negotiations with customers and provide technical support and clarification as needed.

• You will participate in the role of a functional Consultant in projects in a direct customer-facing capacity, you will be involved in solutioning and working with business and technical analysts to come up with effective solutions that meet customer requirements with a view of long-term growth of the solution in the customer ecosystem.

• You will constructively challenge the customer on their expectations from the system and lead them on a journey of best practices (working with SMEs in the organisation).

• Living Hitachi Energy’s core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.

• You will be responsible to ensure compliance with applicable external and internal regulations, procedures, and guidelines.

Your background:

• Master’s degree – preferably MBA, finance or international trade.

• Minimum 5 years of energy or related industry experience in a commercial function – trading, risk management, settlements etc.

• Strategic Business Acumen, and resilience in sales pursuits, excellent time management, decision-making, presentation, relationship-building, and organisational skills, must thrive in a fast-paced, time-compressed, and dynamic environment. Prior work experience with prominent ETRM vendors is beneficial, willingness to travel throughout Asia Pacific.

• Be able to comfortably communicate the value proposition of Hitachi Energy’s ETRM solutions, and to cope proposed solutions based on prospective clients’ credit, operation, business, and risk requirements. Have a strong grasp of the commodity trading of Power, Natural Gas, Renewables and LNG in the Asia-Pacific region. You need to understand the overall market developments in various countries and target companies.

• Have good knowledge of trade life cycle and associated risk management processes and controls at target companies. Familiarity with risk reporting and compliance processes, including Value-At-Risk, Cash-Flow at risk, capital requirements, scenario analysis, and stress-testing etc.

• In power and renewables domain, you must have a firm grasp on the dynamics of fuel supply contracts, hedging requirements, long-term power sales agreements, spot transactions and the interaction with the generation portfolio. In gas domain, you need to have strong knowledge of gas fuel dynamics, storage, transportation, and various dimensions of gas supply agreements.

• Strong IT skill set including broad knowledge of database configuration and use. Be able to clearly communicate complex energy risk and analytics to prospective clients’ business and non-business users.

• Excellent English language skills. Knowledge of another Asian language is advantageous.

More about us:

At Hitachi Energy Australia, we offer you:

• Our flexible working practices help you optimize personal and business performance while creating an environment where all employees can develop their skills and grow.

• International working environment and empowering working culture.

• On Job Training will help you to grow and enhance your skills.