Sr Manager – KAM for C&SP Segment

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 team members to successful client engagement.  Importantly the KAM must be able to translate his knowledge into a business language and fluently articulate it within a client environment.

Key Responsibilities:-

• Develop Relationships with key Decision makers within nominated Account(s) and associated ecosystem of consultants and contractors
• Develop Mechanical, Electrical & Building Automation Infrastructure Data Center business opportunities related to Schneider Electric’s EcoStruxure for Data Centers offer
• 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 Divisions and Country leadership to develop and drive an account winning strategy
• Build strong relationships within all relevant countries within the Region, and lead the Sales, Presales, Tendering and Execution professionals to best address the customer needs
• Develop the Strategic Account Plan/Strategy and roll it out across the Region.
• 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.

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 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

Location:-

• Mumbai, Maharashtra.

Company Overview:-

Schneider’s purpose is to empower all to make the most of our energy and resources, bridging progress and sustainability for all. At Schneider, we call this Life Is On.

We believe access to energy and digital is a basic human right. Our generation is facing a tectonic shift in energy transition and industrial revolution catalysed by accelerated digitisation in a more electric world. Electricity is the most efficient and best vector for decarbonisation; combined with a circular economy approach, we will achieve a climate-positive impact as part of the United Nations Sustainable Development Goals.