The Regional Key Account Manager (R-KAM) is a commercial & technical sales role managing the relationship & collaborative effort within the nominated Data Centre EcoSystem (Specifiers/Contractors/Panel Builders) across the Middle East region interlocking with the Cloud & Service Provider (C&SP) global & regional end user account teams & ambitions.
The team will be expected to develop C-Level relationships within nominated accounts it is therefore essential that this person has extensive experience of identifying and influencing senior key decision makers & influencers at executive level and align with the existing regional Schneider organization & sales teams. The R-KAM will be instrumental in developing, implementing and managing the commercial strategy with the Data Centre Practice/Division of the EcoSystem representing the full Schneider Data Centre offer portfolio.
This position will lead the data centre solutions strategy into the targeted accounts. As the data centre practice & opportunity leader, they will need to work seamlessly throughout the region with the country organisations and build a network of sales and technical professionals to help best address the customer needs and ensure influence & prescription of the Schneider Electric offer. In addition, they will take leadership of large project pursuit, driving the sales cycle (from presales through tendering and execution) and aligning internal/external partners and key resources within Contractors & Panel Builders.
This role will be selling the complete portfolio of Schneider Electric by working across our different business units. Experience of working in and selling within a matrix organisation is essential and strong stakeholder management is highly desired.
This role requires a deep understanding of the Hyperscale Datacenter and Colocation Segments and the key business drivers, a strong appreciation and understanding of key technologies involved and extensive knowledge of the EcoSystem value chain. They will need to be seen an expert to lead the virtual team members & support functions to successful client engagement. Importantly the R-KAM must be able to translate his knowledge into a business language and fluently articulate this within a client environment. Collaboration & communication across multiple teams is paramount to the success of this role.
Key Responsibilities
Develop relationships with key decision makers within nominated account(s)
Map & build DC Practice account plan & relationship mapping
Develop & drive strategic initiatives
Build & grow Schneider Electric Data Centre solution offer pipeline
Align with commercial country Cloud & Service Provider teams managing regional cross border projects
Grow prescription of Schneider Data Centre solutions
Build account & pursuit teams developing winning strategies
Become an integrated opportunity team member working hand in hand with End User account teams for major projects with nominated EcoSystem value chain accounts.
Lead a virtual country value chain team ensuring coverage and seamless management of cross border projects with value add to ensure a successful outcomes & growth
Process and analyze feasibility assessments for all bid/contract documents related to developed opportunities \xe2\x80\x93 plug into regional bid teams & execution centres
Develop & foster relationships across Europe with key stakeholders and lead the Sales, Presales, Tendering and Execution teams to improve customer and opportunity Hit Rate
Build Value Proposition for your value chain/customers
Follow Customer Project Process (CPP) follow Best In-Sales Practice and be best in class for account profiling and record keeping in our CRM system.
Commercial experience
Demonstrates commercial & technical sales (direct and indirect) experience
Strong track record of capability to manage and grow large regional accounts
Understanding of account management, customers, sales channels & third parties
Demonstrate ability to influence at C Level & build collaborative account plans
Demonstrates significant experience in detecting and discussing industry and customer pain points and proposing high value solutions
Proven knowledge of Data Centre infrastructure & design
Leadership
Ability to mobilize and manage networks / remote and virtual team
Ability to navigate complex matrix organizations in multicultural environment
Ability to understand and animate complex ecosystem of influencers
Strong initiative, self-starter and highly organized
Ability to manage without authority
Communication and Interpersonal skills
Successful track-record in establishing local customer intimacy through connections at executive level and key decision makers within the customer organisation
A strong ability to understand complex requirements, able to clearly communicate client needs, challenge the client on solutions and translate solutions to business value.
Able to politically navigate through an organization; balancing interactions with the key decision maker and reaching senior executive / C-Level ranks
Strong influencing skills and intercultural skills
Tenacity, resilience, emotional intelligence
Relationship management
Strategic & critical thinking
Requirements:
Education: Degree desirable, preferably in Mechanical or Electrical Engineering.
Certification: Degree / MBA Qualified desired but not essential
Job related Experience
10+ Years\xe2\x80\x99 experience
International experience and exposure is mandatory
Knowledge of DC industry
Language: Fluency in English required. Ability to speak at least one other language advantageous.
Travel requirement: Regional Travel required.
What\'s in it for me?
(add additional benefits specific to job here)
Who will you report to?
Let us learn about you! Apply today.
Why us?
Schneider Electric is leading the digital transformation of energy management and automation. Our technologies enable the world to use energy in a safe, efficient and sustainable manner. We strive to promote a global economy that is both ecologically viable and highly productive.
\xe2\x82\xac25.7bn global revenue
137 000+ employees in 100+ countries
45% of revenue from IoT
5% of revenue devoted for R&D
You must submit an online application to be considered for any position with us. This position will be posted until filled
It is the policy of Schneider Electric to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct. Concerning agencies: Schneider Electric does not accept unsolicited resumes and will not be responsible for fees related to such.