Senior Solution Consultant

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 European Commission, national authorities, ECAC, 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.
  
  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.


• 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
  
  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


Life At Smiths -

• Global leader: We impact critical systems every day with sites in 17 countries and six centers of research excellence. From pioneering to powering life-changing innovation, we're delivering threat detection and screening solutions to safeguard the world from threat


• Digital growth: A key part of our capability is the integration of digital technology across our business and our operations in more than 55 countries, will be critical to our continued success


• Exciting opportunities: Our growth is creating exciting opportunities to work with experts in physics, chemistry, electronics, mechanics, production, computer science, and AIML


• International environment: With some projects, work requires global collaboration and the potential to travel and grow with the business