MISSION
The Key Account Manager(KAM) is a significant technical sales leadership role managing the relationship with nominated Strategic and Multi Country Targeted Account(s) in the country / cluster.
The KAM will be expected to develop strong relationships within existing named accounts. 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 also 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 accounts of focus themselves for Country Targeted accounts, or together with the Regional KAM for Strategic Account and Multi Country Targeted accounts.
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This position will lead the selling complex solutions strategy into the targeted accounts. As the opportunity leader, they will need to work seamlessly within the country organization 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.
This role will be selling the complete portfolio of Schneider Electric by working across our different business units. Experience of selling within a matrix organisation is essential and good internal stakeholder management will also be important.
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 virtual team members to successful client engagement. Importantly the KAM must be able to translate her/his knowledge into a business language and fluently articulate it within a client environment.
KEY RESPONSIBILITY
- Develop Relationships with key Decision makers within nominated Account(s) and associated ecosystem of consultants and contractors;
- Become the opportunity leader for identified major projects, leading a virtual team and add value to ensure a successful outcome;
- Process and analyze feasibility assessments for all bid/contract documents related to developed opportunities;
- Build a strong working relationship with the Segment and Country leadership to develop and drive an account winning strategy;
- Build strong relationships within all relevant country/cluster stakeholders and lead the Sales, Presales, Tendering and Execution professionals to best address the customer needs;
- Consult with customers and shape opportunities to optimize the value we offer;
- 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.
Qualifications
COMMERCIAL EXPERIENCE
- Demonstrates deep technical sales (direct and indirect) experience
- Strong track record of capability to manage and grow large accounts
- Understanding of account management, customers, sales channels & third parties
- Demonstrates significant experience in detecting and discussing industry and customer pain points and proposing high value solutions
- Proven knowledge of building automation, mechanical systems, electrical distribution, critical power, and associated services.
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 & INTERPERSONAL SKILL
- 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
- Business level fluency of both English and Japanese languages
Schedule: Full-time
Req: 0088GN