Business Development Manager - White Space

e-carbonization and grid saturation on other hand.

The position is part of the Eaton Distributed Power Quality (DPQ) EMEA central organization, a 250 MUSD Business Unit based in Grenoble-Montbonnot, delivering consistent growth over more than 10 years. This line of Business is marketed by Eaton EMEA sales organizations to a variety of customers, ranging from small IT users to large Data Centers, served through the IT Channel or Electrical channels or directly for selected Large Accounts. Core historical products are Single-phase UPS (a category where DPQ EMEA holds a solid Nr 2 position), complemented by fast growing lines of Rack PDUs (Power Distribution Units), IT Racks and IT Connectivity/Accessories (Tripp Lite Series). This business is coordinated on a worldwide basis with Eaton Americas and APAC regions.

What you'll do:

• Develop the sales of Eaton EMEA White Space portfolio (Rack PDUs, IT Racks, Fiber & Copper connectivity, KVMs, ATS, Software,...)

• The Business Development Manager (BDM) for White Space is primarily in charge of developing the sales of Eaton White Space portfolio to Large Data Center customers.

• Based on the success of Eaton in the ""Grey space"" part of Data Center market (3-phase UPS, Transformers, Upstream Power distribution, ...), Eaton is now growing in the ""White Space"" part of the Data center market through a solid portfolio of solutions (Rack PDUs, IT Racks, Fiber & Copper connectivity, KVMs, ATS, Software,....).

• To boost this development, a focused approach of the end user and related ecosystem (consultant, contractors, installers, integrators, value-added resellers, ...) is needed in order to help Eaton Sales organization achieve targeted sales in this category.

• The White Space BDM has in charge a combination of key large accounts + a geographical territory for his/her sales objective, that will be invoiced through Eaton Country Sales Organizations.

• Is in charge of a list of selected Data Center accounts and a geographical territory

• Promotes Eaton White Space solutions to end-users, channel partners and Eaton salesforce and in customer/industry events

• Identifies and adapts route to market - Coordinates the relevant ecosystem in order to maximize Eaton sales, whatever the channel. Initiate or support recruitment of new Data Center integrators.

• Uses Eaton CRM to identify existing opportunities for White Space sales and engage with appropriate decision makers at customer level. Leads pipeline reviews with Country Sales Organizations.

• Manages customer projects in his/her scope: coordinates product selection with DPQ Pre-sales and Product Management, coordinates answers to tenders and price quotations, follow-up project deployments

• Provides Win/Loss analysis

• Contributes to product and financial forecasts

• Reports pipeline evolution / customer feedbacks / market needs / competitive situation to Product Management

Qualifications:

• Engineering diploma preferred, knowledge of IT Infrastructure & applications is a plus

• 5 years+ in Sales or BDM roles, preferrably in IT or Data Centre industry

Skills:

• Knowledge of Data Center White Space applications / ecosystems

• Sales skills in international enviroment, Ability to navigate through complex situations, Coordination capabilities, Presentation skills, Customer intimacy, Good Communications capabilities in English

We Offer

• Being part of a company that has been in business for more than 100 years, is well known in the industry, and has a major impact on the energy industry.

• Work in a company with commitment to Inclusion & Diversity and Sustainability (Foster an inclusive culture with a strategic goal to increase a female representation including in Leadership)

• Annual mentoring program, Eaton University, a reward, and recognition system

• Ongoing Learning and Career Development Opportunities in a global company. Build your career and apply internally for our open positions worldwide.

• Strong, agile, and diverse team locally and globally

• Strong processes and state-of-the-art systems and tools

• Structured employee development processes, open feedback culture with development plans

• Detailed induction support and well-structured onboarding

• Balance your work and life with a remote worktime model

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We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.