Digital Grid Sales Head at Schneider Electric

In Schneider Electric everything we do promotes progress and sustainability for all — our colleagues, customers, partners, and the communities and societies where we live and work. From the products, software, and services driving the digital transformation of energy management and automation to corporate citizenship and volunteer activities, we make an impact by helping people and organizations become more resilient and efficient, more electric and digital. Which is where you come in. Working at Schneider Electric means working toward a cleaner, better world. You're part of a global team built on inclusion, mastery, purpose, action, curiosity, and teamwork, turning sustainability ambitions into actions. This position is for a Digital Grid Sales Head, to position Schneider Electric as the leader in supporting Utilities Digitization through the implementation of EcoStruxure Grid solutions, develop and secure top line for Schneider Electric Digital Grid solutions in the assigned Clusters. The Schneider Electric Digital Grid suite of solutions includes: Advanced Distribution Management System (ADMS), Distributed Energy Management Systems (DERMS), Geographic Information Systems (GIS), Advanced Gas Management System (AGMS), Virtual Power Plant (VPP) and Demand Response Management Solutions.  The role will require to strategically co-operate with the Schneider Electric regional Power & Grid segment leaders and local sales teams from each country, the HUB teams and other key stakeholders involved in the sales process (Marketing, legal, contract management etc) to create a strong pipeline of opportunities and promote the Digital Grid Solutions business. Key to success will be to actively collaborate with in-country teams and local partners to grow existing business with installed base customers and to initiate new customer connections to create business opportunities to enlarge the marketshare EcoStruxure Grid. (Including Service offers, Cyber security, IT/OT convergence, Asset management, Partners offer implementation, etc.) You will play a key role in growing the business by generating pull through of overall Schneider Electric offers in the Power & Grid segment orders to build comprehensive Ecostruxure Solutions adding to Digital Grid feeder automation, metering, LV Analytics and more… as part of complete solution. Creating significant opportunities for Utilities, New players of the energy industry. The capacity to identify and build strong partnership strategies will form a pillar of your growth strategy, as will an in depth understanding of the regulatory and political environment applicable to the utility industry. What will you do?<ul><li>Develop and secure opportunities for the Schneider Digital grid solutions in EAJ.</li><li>Efficiently manage the pipeline through the Customer Project Process.</li><li>Lead Pipeline review. Coordinate and have handshake with local PS cluster and P&G segment in customer platforming, targeting and account planning.</li><li>Cooperate with all stake holders in given geography to have support in preselling, tendering and execution phases of the opportunity. Act as one team with utility salespeople in FO.</li><li>Coach Power Systems BU heads and Schneider Electric Country presidents (sales forces) in pitching and selling Digital Grid.</li><li>Lead specific initiative with key accounts.</li><li>Act as opportunity leader of his given geography and accounts</li><li>Map, assess and target key utilities in digital transformation.</li><li>Lead demand creation plan at key targeted utilities:<ul><li>Pitch initial value proposition at C level. </li><li>Build business case for C Level and for operation management.</li><li>Lead innovation workshops sponsored by C level.</li><li>Identify opportunities to sell Contribute solutions.</li><li>Prescribe solutions.</li></ul></li><li>Contribute to the worldwide Commercial Digital Grid team:<ul><li>Share with the Digital Grid Sales team new business cases, competition moves</li><li>Attend training about new solutions (value prop, pricing, positioning)</li><li>Be the main contact of Marketing team for regional initiative</li></ul></li><li>KPIs:</li><li>Order intake</li><li>Pipeline Growth and Hit Rate</li><li>Order split between ARR, Software and Services</li><li>Demand creation at targeted accounts: <ul><li>Number of C level meetings and of innovation Workshops</li><li>Pipeline generated by targeted accounts</li></ul></li></ul> What qualifications will make you successful for this role? Knowledge and experience:<ul><li>Minimum 5 years’ experience in Utility industry (DSOs, TSOs).</li><li>Knowledge of Utilities market drivers, busiess model, basic knowledge on country regulations.</li><li>Successful experience in selling (participating) at least one of the EcoStruxure brick (ADMS/DERMS, GIS, AMI/MDM) for 5 years. </li><li>5 years’ experience as Opportunity leader, leading tendering & technical teams to capture Medium & Large sizes software bids (1 to 10M€).</li><li>5 years track records in C level meeting: Value prop pitching and Selling.</li><li>Ability to build up systems approach from various angles and develop complex story.</li><li>Track records over 3 years in growing pipeline. </li></ul>Competencies:<ul><li>Capacity to think out of the box</li><li>Excellent communication, leadership, and strategic thinking abilities with a problem-solving aptitude. </li><li>Strong capacity to convince and work collaboratively with cross-functional teams </li><li>Excellent organisational skills</li><li>Decision making mindset inside both business and technology areas</li><li>Willingness to travel</li></ul>Location: <ul><li>Singapore/Malaysia </li></ul>Let us learn about you! Apply today.  Looking to make an IMPACT with your career?When you are thinking about joining a new team, culture matters. At Schneider Electric, our values and behaviors are the foundation for creating a great culture to support business success. We believe that our  IMPACT values – Inclusion, Mastery, Purpose, Action, Curiosity, Teamwork – starts with us.IMPACT is also your invitation to join Schneider Electric where you can contribute to turning sustainability ambition into actions, no matter what role you play. It is a call to connect your career with the ambition of achieving a more resilient, efficient, and sustainable world.We are looking for IMPACT Makers; exceptional people who turn sustainability ambitions into actions at the intersection of automation, electrification, and digitization. We celebrate IMPACT Makers and believe everyone has the potential to be one.Become an IMPACT Maker with Schneider Electric – apply today!€40 billion global revenue +9% organic growth 150 000+ employees in 100+ countries <iframe src="//www.youtube.com/embed/kjY_6DGQbBs" width="560" height="314" allowfullscreen="allowfullscreen"></iframe> You must submit an online application to be considered for any position with us. This position will be posted until filled. Schneider Electric aspires to be the most inclusive and caring company in the world, by providing equitable opportunities to everyone, everywhere, and ensuring all employees feel uniquely valued and safe to contribute their best. We mirror the diversity of the communities in which we operate, and ‘inclusion’ is one of our core values. We believe our differences make us stronger as a company and as individuals and we are committed to championing inclusivity in everything we do.  At Schneider Electric, we uphold the highest standards of ethics and compliance, and we believe that trust is a foundational value. Our Trust Charter is our Code of Conduct and demonstrates our commitment to ethics, safety, sustainability, quality and cybersecurity, underpinning every aspect of our business and our willingness to behave and respond respectfully and in good faith to all our stakeholders. You can find out more about our Trust Charter <a href="https://www.se.com/ww/en/download/document/SchneiderElectric_TrustCharter/?ssr=true" target="_blank" rel="noopener">here</a>   Schneider Electric is an Equal Opportunity Employer. It is our policy 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.<h2>Responsibilities</h2>In Schneider Electric everything we do promotes progress and sustainability for all — our colleagues, customers, partners, and the communities and societies where we live and work. From the products, software, and services driving the digital transformation of energy management and automation to corporate citizenship and volunteer activities, we make an impact by helping people and organizations become more resilient and efficient, more electric and digital. Which is where you come in. Working at Schneider Electric means working toward a cleaner, better world. You're part of a global team built on inclusion, mastery, purpose, action, curiosity, and teamwork, turning sustainability ambitions into actions. This position is for a Digital Grid Sales Head, to position Schneider Electric as the leader in supporting Utilities Digitization through the implementation of EcoStruxure Grid solutions, develop and secure top line for Schneider Electric Digital Grid solutions in the assigned Clusters. The Schneider Electric Digital Grid suite of solutions includes: Advanced Distribution Management System (ADMS), Distributed Energy Management Systems (DERMS), Geographic Information Systems (GIS), Advanced Gas Management System (AGMS), Virtual Power Plant (VPP) and Demand Response Management Solutions.  The role will require to strategically co-operate with the Schneider Electric regional Power & Grid segment leaders and local sales teams from each country, the HUB teams and other key stakeholders involved in the sales process (Marketing, legal, contract management etc) to create a strong pipeline of opportunities and promote the Digital Grid Solutions business. Key to success will be to actively collaborate with in-country teams and local partners to grow existing business with installed base customers and to initiate new customer connections to create business opportunities to enlarge the marketshare EcoStruxure Grid. (Including Service offers, Cyber security, IT/OT convergence, Asset management, Partners offer implementation, etc.) You will play a key role in growing the business by generating pull through of overall Schneider Electric offers in the Power & Grid segment orders to build comprehensive Ecostruxure Solutions adding to Digital Grid feeder automation, metering, LV Analytics and more… as part of complete solution. Creating significant opportunities for Utilities, New players of the energy industry. The capacity to identify and build strong partnership strategies will form a pillar of your growth strategy, as will an in depth understanding of the regulatory and political environment applicable to the utility industry. What will you do?<ul><li>Develop and secure opportunities for the Schneider Digital grid solutions in EAJ.</li><li>Efficiently manage the pipeline through the Customer Project Process.</li><li>Lead Pipeline review. Coordinate and have handshake with local PS cluster and P&G segment in customer platforming, targeting and account planning.</li><li>Cooperate with all stake holders in given geography to have support in preselling, tendering and execution phases of the opportunity. Act as one team with utility salespeople in FO.</li><li>Coach Power Systems BU heads and Schneider Electric Country presidents (sales forces) in pitching and selling Digital Grid.</li><li>Lead specific initiative with key accounts.</li><li>Act as opportunity leader of his given geography and accounts</li><li>Map, assess and target key utilities in digital transformation.</li><li>Lead demand creation plan at key targeted utilities:<ul><li>Pitch initial value proposition at C level. </li><li>Build business case for C Level and for operation management.</li><li>Lead innovation workshops sponsored by C level.</li><li>Identify opportunities to sell Contribute solutions.</li><li>Prescribe solutions.</li></ul></li><li>Contribute to the worldwide Commercial Digital Grid team:<ul><li>Share with the Digital Grid Sales team new business cases, competition moves</li><li>Attend training about new solutions (value prop, pricing, positioning)</li><li>Be the main contact of Marketing team for regional initiative</li></ul></li><li>KPIs:</li><li>Order intake</li><li>Pipeline Growth and Hit Rate</li><li>Order split between ARR, Software and Services</li><li>Demand creation at targeted accounts: <ul><li>Number of C level meetings and of innovation Workshops</li><li>Pipeline generated by targeted accounts</li></ul></li></ul><h2>Qualifications</h2>What qualifications will make you successful for this role? Knowledge and experience:<ul><li>Minimum 5 years’ experience in Utility industry (DSOs, TSOs).</li><li>Knowledge of Utilities market drivers, busiess model, basic knowledge on country regulations.</li><li>Successful experience in selling (participating) at least one of the EcoStruxure brick (ADMS/DERMS, GIS, AMI/MDM) for 5 years. </li><li>5 years’ experience as Opportunity leader, leading tendering & technical teams to capture Medium & Large sizes software bids (1 to 10M€).</li><li>5 years track records in C level meeting: Value prop pitching and Selling.</li><li>Ability to build up systems approach from various angles and develop complex story.</li><li>Track records over 3 years in growing pipeline. </li></ul>Competencies:<ul><li>Capacity to think out of the box</li><li>Excellent communication, leadership, and strategic thinking abilities with a problem-solving aptitude. </li><li>Strong capacity to convince and work collaboratively with cross-functional teams </li><li>Excellent organisational skills</li><li>Decision making mindset inside both business and technology areas</li><li>Willingness to travel</li></ul>Location: <ul><li>Singapore/Malaysia </li></ul>Let us learn about you! Apply today.

Digital Grid Sales Head

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