Digital Grid Sales Head SAM

Responsibilities and Tasks:

Develop and secure opportunities for the Schneider Digital grid solutions in Central America, Carbines

and Mexico.

§ Efficiently manage the pipeline through the Customer Project Process.

§ Lead Pipeline review. Coordinate and have handshake with local PS cluster in customer

platforming, targeting and account planning.

§ Cooperate with all stake holders in given geography to have support in preselling, tender-

ing and execution phases of the opportunity. Act as one team with utility salespeople in

FO.

§ Coach Power Systems BU heads and Schneider Electric Country presidents (sales

forces) in pitching and selling Digital Grid.

§ Lead specific initiative with key accounts.

§ Act as opportunity leader of his given geography and accounts

§ Map, assess and target key utilities in digital transformation.

§ Lead demand creation plan at key targeted utilities:

- Pitch initial value proposition at C level.

- Build business case for C Level and for operation management.

- Lead innovation workshops sponsored by C level.

- Identify opportunities to sell Contribute solutions.

- Prescribe solutions.

Qualifications

Knowledge and experience:

• Minimum 5 years' experience in Utility industry (DSOs, TSOs).

• Knowledge of Utilities market drivers, busiess model, basic knowledge on country

regulations.

• Successful experience in selling (participating) at least one of the EcoStruxure brick

(ADMS, GIS, AMI/MDM) for 5 years.

• 5 years' experience as Opportunity leader, leading tendering & technical teams to capture

Medium & Large sizes software bids (3 to 50M€).

• 5 years track records in C level meeting: Value prop pitching and Selling.

• Ability to build up systems approach from various angles and develop complex story.

• Track records over 3 years in growing pipeline.

Competences:

• Capacity to think out of the box

• Excellent communication, leadership, and strategic thinking abilities with a problem-

solving aptitude.

• Strong capacity to convince and work collaboratively with cross-functional teams

• Excellent organisational skills

Schedule: Full-time
Req: 0098LZ