Schneider Electric has an opportunity for a Digital Grid Channel Manager LATAM in our COSTA RICA location.
Schneider Electric creates connected technologies that reshape industries, transform cities and enrich lives. Our 135,000+ employees thrive in more than 100 countries. From the simplest of switches to complex operational systems, our technology, software and services improve the way our customers manage and automate their operations. Help us deliver solutions that ensure Life Is On everywhere, for everyone and at every moment.
https://youtu.be/4EtpkB0cuXE
Great people make Schneider Electric a great company.
What do you get to do in this position?
Want more jobs like this?
Get jobs in Santa Ana, Costa Rica delivered to your inbox every week.
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.
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.
Business Plan for Each DG Partner:
- 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: 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.
Commercial Enablement to DG Partners:
- 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.
Commercial Success of DG Partners:
- 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 and 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.
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 a continuous basis. Partner Channel Manager must collaborate across the Partner Success Organization including with other regions on tactical and strategic actions.
Qualifications
We know skills and competencies show up in many different ways and can be based on your life experience. If you do not necessarily meet all the requirements that are listed, we still encourage you to apply for the position.
This job might be for you if you fit the following requirements:
- Bachelor or master's degree in Marketing, business or a related field
- 10 to 15 years of 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 organizational 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
Schneider Electric offers a robust benefits package to support our employees such as flexible work arrangements, paid family leave, a culture of wellness, and more great benefits above and beyond a typical employer.
We seek out and reward people for putting the customer first, being disruptive to the status quo, embracing different perspectives, continuously learning, and acting like owners. We're recognized around the world for welcoming people as they are. We create an inclusive culture where all forms of diversity are seen as a real value for the company. See what our people have to say about working for Schneider Electric.
https://youtu.be/C7sogZ_oQYg
Let us learn about you! Apply today.
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 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.
Concerning agencies: Schneider Electric does not accept unsolicited resumes and will not be responsible for fees related to such.
Schneider Electric is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
#LI-IJ1
Schedule: Full-time
Req: 009BYE