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
·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.