Regional Key Account Manager Cloud and Service Provider EcoSystem Community - United Kingdom - Schneider Electric Norge AS

Description

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 Europe 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
• Develop & implement commercial T's & C's framework alignment & agreement
• 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 – 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

Education

Degree preferred, preferably in Mechanical or Electrical Engineering.

Job related Experience

● 10+ Years' experience

● International experience and exposure is preferred

● Extensive knowledge of Date Centre industry & ecosystem

Language

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

Travel requirement

Regional Travel required.

At Schneider Electric, Diversity & Inclusion is at the heart of our organisation, it's an integral part of our history, culture, and identity. We recognise that embracing diversity unlocks innovation and creativity and fosters collaboration. We want our employees to reflect the diversity of our communities and the customers we serve. As a result, our teams are stronger to drive the company's future.

"We are proudly participating in the Disability Confident Program offering support to people in the workplace who consider themselves living with a disability."

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.

€25.7bn global revenue

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 Electricto 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.