J ob title: Digital Grid Channel Manager LATAM
Location: Colombia
work scheme: hybrid
The Partner Channel Manager is a supporting member of the DG Partner Success Organization and will work in collaboration with the regional Partner Success Manager to achieve win results for Schneider Electric AND the DG Partner. The Partner Channel Manager will co-lead the deployment of the DG Partner Charter in the region and own the commercial relationship to DG Partners. The Partner Channel Manager is responsible for Partner Orders Growth per agreed targets, Account level coordination with DG & Front Office Sales & Tendering and will serve as the "Voice of DG" inside the partner organization. 1) The Partner Channel Manager is responsible for Partner Selection & Landing: - Alignment with DG Commercial Head on a Partner Strategy in-line with overall regional strategy including number/name of partners by category type per offer/geography/customer segment. - New Partner Identification in accordance to the regional strategy that will provide guidance on the number and classification of DG Partners needed. - Coordination with DG Sales, Front Office Sales and RSCs to refine the DG partner profiles and on introductions to newly identified DG Partners. - Support the delivery of high-level DG offer value propositions including the value proposition of the DG Partner Program. - Rationalize current partners base and select new appropriated ones to fill in GTM gaps. 2) Responsible of the definition, follow up and update of a Business Plan for each DG Partner in the region. - Understand Partner long term goals and see how to increase DG market share in-side that Partner, keeping them close to SE solutions - Understand Partner's strategy and win results. - Coordination with DG Sales and Front Office Sales on account level plans including: go-to-market strategy, DG technology plays, pipeline development actions. - With the support of Sales, create 3 years business plans with DG Partners : define ambitions on the regional markets where partners can contribute, - Coordination with Partner Success Manager on DG Partners anticipated enablement plan and necessary co-investment by DG and DG Partner. 3) The Partner Channel Manager is responsible for the delivery of Commercial Enablement to DG Partners in the region: - Identify and maintain relationships with key commercial resources of each DG Partner and leverage DG Partner Program curriculum + content to plan a commercial enablement program. - Work with DG stakeholders including DG Sales, Tendering, Product Management and System Architects (Sales) to deliver enablement programs. - Partner Channel Manager should aim to develop comfort with the curriculum and content so that they can deliver as much as possible the enablement by them-selves. - As new offers/updates are released the Partner Channel Manager will be responsible to maintain the awareness of the DG Partner commercial teams.
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Digital Grid Line of Business context :
- Smart Grid business is expected to grow our Software + ARR business by 40% through 2027.
- Digital Grid ambition is to transform our business into a true software player with improved customer intimacy confirmed through recurring revenue growth.
- To reach this ambition our strategy is to develop Digital Grid partners' ecosystem to provide improved service capacity through partners AND by leveraging partner to grow incremental software sales.
- Currently 60% of the DG business is linked to services. Our ambition is to rebalance our mix of SW+ARR/Service by shifting our GTM strategies, selling more SW and services thru partners.
- Partners will contribute to increase coverage, penetration and margin.
- Partners will also provide local support which is essential for mission critical applications and customer satisfaction.
- Preferred partner ecosystem should be a mix of Large global professional service companies (System Integration), more local (large or small) SI companies and a Certified network of implementation solution providers (Smart Grid EcoXpert). The ecosystem is expected to help capture market share, boost our market Intelligence Data, and support improved customer intimacy.
Responsibilities and Tasks:
The Partner Channel Manager is a supporting member of the DG Partner Success Organization and will work in collaboration with the regional Partner Success Manager to achieve win results for Schneider Electric AND the DG Partner. The Partner Channel Manager will co-lead the deployment of the DG Partner Charter in the region and own the commercial relationship to DG Partners.
The Partner Channel Manager is responsible for Partner Orders Growt h per agreed targets , Account level coordination with DG & Front Office Sales & Tendering and will serve as the "Voice of DG" inside the partner organization.
1) The Partner Channel Manager i s responsible for Partner Selection & Landing:
- Alignment with DG Commercial Head on a Partner Strategy in-line with overall regional strategy including number/name of partners by category type per offer/geography/customer segment.
- Coordination with DG Sales, Front Office Sales and RSCs to refine the DG partner profiles and on introductions to newly identified DG Partners.
- Support the delivery of high-level DG offer value propositions including the value proposition of the DG Partner Program.
- R ationalize current partners base and select new appropriated ones to fill in GTM gaps.
2) Responsible of the definition, follow up and update of a Business Plan for each DG Partner in the region.
- Understand Partner long term goals and see how to increase DG market share inside that Partner, keeping them close to SE solutions
- Understand Partner's strategy and win results.
- Coordination with DG Sales and Front Office Sales on account level plans including: go-to-market strategy, DG technology plays, pipeline development actions.
- With the support of Sales, create 3 years business plans with DG Partners : d efine ambitions on the regional markets where partners can contribute,
- Coordination with Partner Success Manager on DG Partners anticipated enablement plan and necessary co-investment by DG and DG Partner.
- Identify and maintain relationships with key commercial resources of each DG Partner and leverage DG Partner Program curriculum + content to plan a commercial enablement program.
- Work with DG stakeholders including DG Sales, Tendering, Product Management and System Architects (Sales) to deliver enablement programs.
- Partner Channel Manager should aim to develop comfort with the curriculum and content so that they can deliver as much as possible the enablement by themselves.
- As new offers/updates are released the Partner Channel Manager will be responsible to maintain the awareness of the DG Partner commercial teams.
4) Responsible of the commercial success of DG Partners in the region including management of results for key performance indicators as per DG regional strategy and as per DG Partner business plans:
- Attend and lead commercial part of DG Partner cadences organized by the Partner Success Manager.
- Monitor business results, push DG Partners to reach agreed goals. Escalate for support with DG Sales as needed.
- Document monthly progress toward goals maintain quarterly business reviews with DG Commercial Regional Head and Partner Program Director.
- Support DG Partner prescription activity and business development actions including coordination to join customer calls and supporting specifically the sales of DG Software, ARR and any required DG Services.
- Support the partner on RFI and RFP activity and coordinate with DG Regional Tendering.
- Actively manage the DG Partner pipeline in bFO (Salesforce)
- Resolve any issues that might occur between Partner and DG in the preselling and selling process.
5 ) Contribute to DG Partner strategy & program improvement by providing feedback to DG Partner Program Director and by aiming to improve the DG Partner Program on continuous basis. Partner Channel Manager must collaborate across the Partner Success Organization including with other regions on tactical and strategic actions.
Main KPI's :
- • Number of Partners:
- o # Enabled Service Partners (SI scopes)
- o # Certified EcoXpert Partners (Implementation scopes)
- • Partner Pipeline
- • Orders through Partners
- • % of Projects with Partner Priming
- • DG Mix Evolution (SW+ARR)/Services
Qualifications
Education, Knowledge and experience:
- Bachelor or master's degree in Marketing, business or a related filed
- +10 to 15, years Prior experience in Sales Management, Partner Sales, Channel Enablement, Channel Marketing and/or Channel Development for Software or/and Services company.
Experience in line of business environment.
- Knowledge of Utilities Industry and Customers
- Good legal and contractual understanding covering Commercial rights.
- Technologically savvy and familiarity with APIs, integrations, and SaaS is preferred
- English : Proficient
Competencies:
- Excellent organisational skills and multi-tasking abilities
- Problem solver and self-motivated
- Decision making mindset inside both business and technology areas but also ability to gain consensus is necessary
- Solid understanding of partnerships and alliances and how they can create value for the business
- Works well as a member of a team, but also as an individual contributor
- Resourceful, creative and able to find innovative ways to achieve results
- Excellent communication and negotiation skills with a consultative approach in addressing partner needs
- Independent thinker with the ability to see ideas in unconventional ways
Additional Information :
- Collaborative environment
- Strong empowerment
- Willingness to travel regionally up to 25% per year.
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.
You must submit an online application to be considered for any position with us. It is the policy of Schneider Electric to 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.
Schedule: Full-time
Req: 0099RC