Segment Account Manager

The Key Account Manager is a quota carrying senior sales position principally responsible for generating new sales and growing company's share on IT Segment. The primary objective is to build and establish strong and lasting relationships at executive level within specific customers and expand the reference into other accounts in the same Vertical to produce Data Center solutions revenue and increase the company's market share. The Key Account Manager is expected to support, uncover and close opportunities and projects in all departments of the organization through the provision of company solutions.

The Key Account Manager is responsible for planning and executing the Sales strategy for Solutions in assigned customers on Secure Power Business of Schneider for Cloud and Service Prover/Banking Segment. As well as closely managing the existing customer base to ensure the highest value to the customer, being responsible for the growth of all Schneider Solutions business.

He/she will be in charge of coordinating the deployment and implementation of all the plans related to Solutions within the region. This person will need to demonstrate a real understanding of our business approach and have a strong knowledge of the Schneider Electric offer and organization.

ESSENTIAL FUNCTIONS:

• Secure and manage a strong opportunity pipeline, meeting the sales target.
• Maintain, develop and leverage relationships with C-level management, IT and Facility management and other key decision makers or influencers within the selected accounts.
• Build and maintain strong relationships with the largest value customers within the focus segments, focusing on developing and nurturing accounts with high value, including renewal, up-sell and cross-sell.
• Educate accounts on the necessity for proper business continuity planning and SE solutions into the strategic spending plans of the account in the current/next fiscal year.
• Establish and execute strategic account plans by targeted account in line with company strategy.
• Develop account and opportunity plans and execute on them to drive business in-line with customer and Schneider Electric.
• Deploy all needed company internal BU collaboration against opportunities in order maintain satisfied customers.
• Build relationships with key decision makers, including C-level, soliciting information and overcoming objections.
• Identify requirements throughout the sales cycle and engage SE Solution Architect and Technical team, Marketing to provide support.
• Provide win-loss analysis and recommendations on key opportunities to the Business Development Manager.
• Develop and maintain detailed knowledge of Schneider and competitor products and services in his/her accounts.
• Work to and achieve monthly, quarterly and yearly sales targets
• Present to customer and partner audiences, including C-level representatives, gaining commitment to Schneider.
• Identify and close out cross selling opportunities within other BU.

SECONDARY FUNCTIONS:

• Sales Forecasting
• Provide accurate sales forecast information to the Business
• Rigorously use reporting tools (Salesforce) as the source and archive for all data, actions, commitments, and tracking of business.
• Feedback information on competition to increase our competitiveness
• Leverage other team members in our organization as well as channel partners to offer right solution for clients needs
• Identify and create strategy in covering important 3 rd party organizations (i.e consultants / contractors) together with Schneider specifier and contractor team.
• Work with engineering team in creating integrated solutions that address complex problems with focus on the SE value proposition.

Qualifications

EXPERIENCE-MINIMUM REQUIRED:

• Experience with required education - 7 years of related experience.
• Experience in Cloud and service provider segment (Telco, Data Center) and Banking segment
• Experience in prescription within said segment.
• Preferable prior experience of Sales within the IT environment, account managing large and high profile customers on the Specific segments.

SKILLS:

• Background in solution sales / Project sales / Consultants
• Influencing senior decision makers (C-level)
• Developing and executing against opportunity plans
• Managing the entire sales process, particularly customer acquisition, development and retention
• Engaging and working with a large and complex customer buying center.
• Selling into complex organisational structures, including multiple-level selling
• Understanding of Schneider Portfolio solutions in the Segment Environment
• Creating and delivering presentations to C-level audiences
• Providing clear and accurate sales forecasts based on confirmed information from prospects and customers.
• Handling multiple priorities effectively
• Documented skills in negotiating and influencing within complex opportunities
• Good knowledge by prior experience in C&SP and Banking segments
• Data Center Solution-base selling experience
• Data Center Electrical solutions selling experience - advantage
• Data Center Cooling solutions selling experience - strong advantage
• Networking - build and sustain an active network of both customer and internal company contacts to understand business processes and opportunities.
• Drive for Results - strong will to compete and win and achieve in business environment.
• Must have demonstrated negotiation skills, be a self-starter, and a strong closer. Understanding of large business organizations and their buying cycles

Schedule: Full-time
Req: 00952A