As a technology leader that is rapidly on the move, HARMAN is filled with people who are focused on making life better. Innovation, inclusivity and teamwork are a part of our DNA. When you add that to the challenges we take on and solve together, you’ll discover that at HARMAN you can grow, make a difference and be proud of the work you do every day.
Introduction: A Career at HARMAN Automotive
We’re a global, multi-disciplinary team that’s putting the innovative power of technology to work and transforming tomorrow. At HARMAN Automotive, we give you the keys to fast-track your career.
Harman Automotive is looking for a motivated and passionate Presales and Solution professional for its Automotive Engineering Services business to drive its customer engagements for proposals, propositions and business growth. The role requires understanding of Harman products and services, ecosystem and future growth requirements of targeted customer portfolio, develop business growth approaches for the customer portfolio, develop winning proposals and propositions and engage with Sales team to drive both proactive propositions and reactive proposals for successful business closure. The ideal candidate should have good experience mix in Automotive technology trends and evolution, varying expectation of Automotive OEMs across various Sectors as well as that of Automotive ecosystem players like Automotive Tier 1 / Tier 2 and Semiconductor companies, Fleet Management organizations, Hyperscalers. The person should be well articulated in presentation, written and verbal mode, should have experience in Business case preparation and business financials, engaging with broader team and ecosystem player for business penetration and growth.
What You Will Do
Scope:. This role is responsible for enabling business growth of AES for customer portfolio by closely engaging with customer and customer facing teams to understand customer requirements, drive Harman AES Thought Leadership through proactive offering and engagement, engage with broader Harman AES and Harman team to develop and deliver winning proposals for customer RFx and replicate the success of one account to other accounts. This role predominantly engages with Sales, Domain and Engineering team to achieve customer business growth.
Key Accountabilities:
Presales:
- Drive pre-sales pursuits along with multiple teams (Sales, Solutions/Practice teams, Delivery, enabling functions such as Finance, Legal, HR, others)
- End-to-end Rfx and proactive Proposal responses ownership, to enable the annual sales and profitability goals
- Own the response documents storyboarding and content fulfillment – timeliness and quality
- Support Domain, Sales and Business team in solution development, especially with research on technologies and solutions in line with client requirements
- Competitive assessment and Value Proposition articulation
- Put together Commercial models with support from delivery and practice teams
- Set up review with senior leadership of sales and delivery
- Ensure alignment to approval process in line with the pursuit requirement and corporate guidelines
- Client Visit Management - End-to-end Visit strategizing, agenda development and execution management with support from stakeholders and other support functions
- Proactive Knowledge Management
- Create & maintain assigned case study and re-usable repository.
- Prepare templates and build re-usable components to reduce time-to-market
Solutioning:
- Support the Sales, Business, Domain and Delivery teams to put together high Impact presentations with key CXOs / Business teams in customer organization
- Research and Identify key trends in the industry and create Point-of-Views (POVs)
- Go-To-Market Services/Solution Offerings and pitch collaterals creation, with POVs from domain/technology perspective; in working with Sales, Solutions and Practice / Delivery
- Research the customer landscape (technology investments, pain areas, incumbent vendors) and help the Sales/Account team with pitches
- Develop new solutions and offering by creating compelling and differentiated product & services propositions by incorporating agreed upon Harman solutions, Partner solutions and AES offering
- Identify Go-To-Market strategies and effective sales product / services pitches in close collaboration with product marketing and sales.
- Influence global offering strategies through strategy reviews, technology capability assessment, innovation screening, price/cost curves.
- Cross Divisional planning and prioritization (with Domain, Business and Sales team) of product and aligned services and product portfolio.
- Think beyond the technology itself and understand key business drivers that ensure technology investment will provide substantial value or improvements to customers.
What You Need to Be Successful
- Overall experience of –4 - 6 years in Software Services/Solutions with at least 2+ years in Automotive domain.
- Good understanding of majority of the common Automotive Technologies – Intelligent Cockpit (Infotainment, Instrument Cluster), ADAS, Connected Vehicle, Telematics Backend, Electric Vehicle. Experience in engaging on Software Defined Vehicle proposals, architecture definition will be of additional importance
- Bachelor’s degree in engineering, with MBA (preferred) Knowledge of automotive technologies and industry trends, adjacent technologies effecting Automotive evolution
- Experience in engaging with Automotive ecosystem providers like Tier 1s, Semiconductor companies, Hyperscalers, Service Providers, Apps and Toolset providers
- Knowledge of business case development and basic financial metrics
- Good experience in MS office tools – PPT, Excel, etc.
Experience working in a matrix, global organization by collaborating with key stakeholders.
- Results and detail-oriented: hold him/herself and others accountable for commitments.
- Expert communication skills - written, verbal, and presentation.
- Creative problem-solver with the ability to work with a blank slate and inspire others.
- Basic Project Management skills and ability to perform under tight timelines.
- Proactive, self-sufficient, and professional, with strong organizational and time management skills.
What Makes You Eligible
- Willingness to travel.
- Willingness to work in an office.
- Any offer of employment is conditioned upon the successful completion of a background investigation.
What We Offer
- Flexible work environment, allowing for full-time remote work globally for positions that can be performed outside a HARMAN or customer location.
- Access to employee discounts on world-class Harman and Samsung products (JBL, HARMAN Kardon, AKG, etc.)
- Extensive training opportunities through our own HARMAN University
- Competitive wellness benefits
- Tuition reimbursement
- “Be Brilliant” employee recognition and rewards program.
- An inclusive and diverse work environment that fosters and encourages professional and personal development.
You Belong Here
HARMAN is committed to making every employee feel welcomed, valued, and empowered. No matter what role you play, we encourage you to share your ideas, voice your distinct perspective, and bring your whole self with you – all within a support-minded culture that celebrates what makes each of us unique. We also recognize that learning is a lifelong pursuit and want you to flourish. We proudly offer added opportunities for training, development, and continuing education, further empowering you to live the career you want.
HARMAN is proud to be an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
