Regional Key Account Manager: Design & Construction Partners : Cloud & Service Provider Segment

The Regional Key Account Manager (R-KAM) is a significant commercial & technical sales role managing the relationship & collaborative effort with the 'Data Centre Practice' within nominated EcoSystem Value Chain account(s) (Specifiers/Contractors/Panel Builders) across Greater India region interlocking with the C&SP global account ambitions.

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 a 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 your 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 your 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 our CRM system.

Commercial experience

• Demonstrates deep 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 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 Executives 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 Maker and reaching senior executive / C-Level ranks

• Strong influencing skills and intercultural skills

Tenacity, resilience, emotional intelligence

REQUIREMENTS

Degree desirable, preferably in Mechanical or Electrical Engineering.

Degree / MBA Qualified desired but not essential

• 10+ Years' experience

• International experience and exposure is mandatory

• Knowledge of Data Centre/Cloud & Service Provider Industry

Fluency in English required. Ability to speak at least one other language advantageous.

Regional Travel required.

Schedule: Full-time
Req: 0093B8