Regional Key Account Manager: Design & Construction Partners : Cloud & Service Provider Segment - 008S6R at Schneider Electric

Key Responsibilities:

• Develop relationships with key decision makers within nominated account(s)
• Build DC practice account plan & strategic initiatives
• Map Data Centre design practice & build C Level relationships
• Build project funnel to holistic SE DC scope & PAM
• Align with commercial country C&SP teams and own cross border projects
• Develop & implement commercial T’s & C’s framework alignment & agreement
• Grow prescribed by SE and SE win rate
• Engage closely with and surround customer with End User C&SP Regional team
• Build a data centre C&SP PAM representative funnel across Schneider Data Centre offer portfolio
• Become an integrated opportunity team member working hand in hand with End User C&SP 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 successful outcomes & growth
• Process and analyze feasibility assessments for all bid/contract documents related to developed opportunities – plug into regional RAC & Execution Centres
• Build a strong working relationship with the C&SP Segment teams and Country leadership to develop and drive winning strategies
• Build strong relationships within all relevant countries within the Region, and lead the sales, presales, tendering and execution professionals to best address  customer & project needs
• Develop the Strategic Account Plan / Strategy and roll it out across the region
• Consult with customers and shape opportunities to optimize Schneider Electric value
• Build value proposition for the value chain / customers
• Map key decision makers at customers or prescribers
• Follow Customer Project Process (CPP) - follow best in-sales practice and be best in class for account profiling and record keeping in the CRM system

Commercial experience

• Demonstrate deep commercial & technical sales (direct and indirect) experience
• Strong track record of capability to manage and grow large regional accounts
• Understanding account management, customers, sales channels & third parties
• Demonstrate ability to influence at C Level & build collaborative account plans
• Demonstrate significant experience in detecting and discussing industry and customer pain points and proposing high value solutions
• Proven knowledge of Schneider Electric Data Centre offer portfolio & EcoStruxure

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

Communication and Interpersonal skills

• Successful track-record in establishing local customer intimacy through connections at Executive level and key decision makers within the customer organization
• 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 makers and reaching senior executive / C-Level ranks
• Strong influencing skills and intercultural skills
• Tenacity, resilience, emotional intelligence

Qualifications

• Mechanical or Electrical Engineering degree
• Postgraduate or MBA qualification - added advantage
• 10+ years’ experience
• International experience and exposure is mandatory
• Knowledge of DC industry
• Proven knowledge of Schneider Electric holistic Data Centre offer portfolio
• Fluency in English required
• Ability to speak at least one other language advantageous
• Regional travel required