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
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• 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