Senior Manager- KAM- Enterprise

Description

This role will be selling the complete portfolio of Schneider Electric by working across our different business units / Divisions. Experience of selling within a matrix organisation is essential and good internal stakeholder management will also be important.

The Key Account Manager (KAM) is a significant technical sales leadership role managing the relationship with nominated Country targeted, Multi country targeted and strategic Account(s) across the region in India.

This position will lead the selling complex solutions strategy into the targeted accounts. As the opportunity leader, they will need to work seamlessly throughout the Zone with the country organizations and other divisions and build a committed network of sales and technical professionals to help best address the customer needs. In addition, they will take ownership of large project pursuit, driving the sales cycle (from presales through tendering and execution) and aligning internal/external partners and key resources.

• Build a strong working relationship with the Divisions and Country leadership to develop and drive an account winning strategy
• Become the opportunity leader for identified major projects, leading a virtual team and add value to ensure a successful outcome
• Develop Relationships with key Decision makers within nominated Account(s) and associated ecosystem of consultants and contractors
• Map key decision makers at customers or prescribers
• Build strong relationships within all relevant countries within the Region, and lead the Sales, Presales, Tendering and Execution professionals to best address the customer needs
• Develop the Strategic Account Plan/Strategy and roll it out across the Region.
• Develop Mechanical, Electrical & Building Automation Infrastructure Data Center business opportunities related to Schneider Electric's EcoStruxure for Data Centers offer
• Consult with customers and shape opportunities to optimize the value we offer
• Process and analyze feasibility assessments for all bid/contract documents related to developed opportunities
• 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.

Requirements

We are looking for IMPACT Makers; exceptional people who turn sustainability ambitions into actions at the intersection of automation, electrification, and digitization. We celebrate IMPACT Makers and believe everyone has the potential to be one.

Communication and Interpersonal skills

You must submit an online application to be considered for any position with us. This position will be posted until filled.

The KAM will be expected to develop strong relationships within existing named accounts or account. It is therefore essential that this person has extensive experience of identifying and influencing senior key decision makers, up to C Level within the account and Specifiers & Contractors that the account relies upon for its DC construction activity. The KAM will be instrumental in developing, implementing, and managing the commercial strategy for the Data Centre Enterprise Service Provider and Colocation segments at Schneider Electric.

Commercial experience

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 market’s value chain. They will need to be seen an expert to lead the team members to successful client engagement. Importantly the KAM must be able to translate his knowledge into a business language and fluently articulate it within a client environment.

• Understanding of account management, customers, sales channels & third parties
• Successful track-record in establishing local customer intimacy through connections at Executives level and key decision makers within the customer organization
• Demonstrates significant experience in detecting and discussing industry and customer pain points and proposing high value solutions
• Able to politically navigate through an organization; balancing interactions with the Key Decision Maker and reaching senior executive / C-Level ranks
• Ability to mobilize and manage networks / remote and virtual team
• Proven knowledge of building automation, mechanical systems, electrical distribution, critical power, and associated services.
• Demonstrates deep technical sales (direct and indirect) experience
• Tenacity, resilience, emotional intelligence
• Strong influencing skills and intercultural skills
• Ability to navigate complex matrix organizations in multicultural environment
• Strong initiative, self-starter and highly organized
• A strong ability to understand complex requirements, able to clearly communicate client needs, challenge the client on solutions and translate solutions to business value.
• Ability to understand and animate complex ecosystem of influencers
• Strong track record of capability to manage and grow large accounts

Benefits

€36 billion global revenue+13% organic growth150 000+ employees in 100+ countries#1 on the Global 100 World’s most sustainable corporations

Training + Development

Interview process

Visa Sponsorship

Security clearance