Sales Head for Digital Grid - CEE & Baltics (f/m/d)

Purpose

Position Schneider Electric as a leader in utilities' digitization through EcoStruxure Grid solutions. Develop and secure top-line growth in Central Eastern Europe & Baltics (Poland, Czech Republic, Slovakia, Belarus, Lithuania, Latvia, Estonia).

The Schneider Electric Digital Grid suite includes: Advanced Distribution Management System (ADMS), Distributed Energy Management Systems (DERMS), Geographic Information Systems (GIS), Smart Metering Systems (HES/MDM/LVA), Advanced Gas Management System (AGMS), Virtual Power Plant (VPP), and Demand Response Management Solutions.

Key Responsibilities

• Pipeline Development: Drive and manage pipeline development within targeted accounts.

• Coordinate with local teams for customer targeting and account planning.
• Distinguish between Software, Annual Recurring Revenue (ARR), and Services, pushing for more Software and ARR.
• Collaborate with stakeholders to support preselling, tendering, and execution phases.
• Coach local sales teams in pitching and selling Digital Grid solutions.
• Lead initiatives with key accounts and act as the opportunity leader.
• Map and target key utilities for digital transformation.

Demand Creation: Lead demand creation plans at key utilities.

• Pitch value propositions at the C-level.
• Build business cases for C-level and operational management.
• Lead innovation workshops and identify opportunities to sell solutions.

• Order Intake: Improve hit rates and secure order intake.
• Define and implement commercial strategies for analytics opportunities.
• Validate partnerships and finalize value propositions.
• Define price targets with Solution Architects and Lines of Business.

• Coaching & Leadership: Coach in-country teams on relationship mapping of customer decision-makers.
• Lead targeted projects and close deals.
• Global Contribution: Share new business cases and competition moves with the Digital Grid Sales team.
• Attend training on new solutions and act as the main contact for regional marketing initiatives.

Reporting

• Reports to the Digital Grid Sales Director for Europe.

KPIs

• Order intake.
• Pipeline growth and hit rate.
• Order split between ARR, Software, and Services.
• Demand creation at targeted accounts:
• Number of C-level meetings and innovation workshops.
• Pipeline generated by targeted accounts.

Profile

• Solid experience in the utility industry (DSOs, TSOs).
• Deep knowledge of utilities business models and market drivers.
• Basic knowledge of country regulations.
• Solid experience in selling EcoStruxure solutions (ADMS, GIS, AMI/MDM).
• Solid experience as an opportunity leader, leading tendering & technical teams for medium & large software bids (3M to 50M).
• Proven track record in C-level meetings and leading innovation workshops.
• Ability to develop complex stories and build systems approaches.
• Proven track record in growing pipeline.
• Languages: advanced English + any other relevant language for the zone is a plus

What we offer:

• EXCITING JOB in an international company, which is leading the Digital Transformation of Energy Management and Automation, with significant market share
• DEVELOPMENT - the opportunity to gain valuable work experience in a supportive team of professionals
• ONBOARDING TRANINGS to help you find your way in our company
• WIDE CHOICE OF BENEFITS - private medical care, life insurance, sports card, performance bonus, benefits cafeteria with the possibility to exchange points for selected products or services
• BENEFITS FOR EMPLOYEES' CHILDREN from the company's social fund
• ADDITIONAL FAMILY LEAVE - for the birth of a child or adoption, to care for a family member or for bereavement (additional leave beyond the terms of labour law)
• PROJECT WORK OPPORTUNITY (e.g. ambassador programme, mentoring, digitisation projects)
• DIVERSE TEAM - working in a diverse team and the opportunity to use foreign languages in your daily work
• ACCESS TO TRAINING PLATFORM - training tailored to your needs and career goals
• RECOGNITION - points that can be exchanged for various products and services
• PARTICIPATION IN CSR or SUSTAINABILITY PROJECTS - 1 fully paid volunteer day per year
• EMPLOYEE REFERRAL PROGRAM - have a say in who you work with and get an attractive financial bonus
• NO FORMAL DRESS CODE - we welcome people as they are and see diversity as a value to the company

Why us?

Schneider Electric is leading the digital transformation of energy management and automation. Our technologies enable the world to use energy in a safe, efficient and sustainable manner. We strive to promote a global economy that is both ecologically viable and highly productive.

25.7bn global revenue

137 000+ employees in 100+ countries

45% of revenue from IoT

5% of revenue devoted for R&D

You must submit an online application to be considered for any position with us. This position will be posted until filled

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