Digital Grid Sales Head

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?

• Develop and secure opportunities for the Schneider Digital grid solutions in EAJ.
• Efficiently manage the pipeline through the Customer Project Process.
• Lead Pipeline review. Coordinate and have handshake with local PS cluster and P&G segment in customer platforming, targeting and account planning.
• 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.
• Coach Power Systems BU heads and Schneider Electric Country presidents (sales forces) in pitching and selling Digital Grid.
• Lead specific initiative with key accounts.
• Act as opportunity leader of his given geography and accounts
• Map, assess and target key utilities in digital transformation.
• Lead demand creation plan at key targeted utilities:
  • Pitch initial value proposition at C level.
  • Build business case for C Level and for operation management.
  • Lead innovation workshops sponsored by C level.
  • Identify opportunities to sell Contribute solutions.
  • Prescribe solutions.
• Contribute to the worldwide Commercial Digital Grid team:
  • Share with the Digital Grid Sales team new business cases, competition moves
  • Attend training about new solutions (value prop, pricing, positioning)
  • Be the main contact of Marketing team for regional initiative
• 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 of innovation Workshops

  • Pipeline generated by targeted accounts

What qualifications will make you successful for this role?

Knowledge and experience:

• Minimum 5 years' experience in Utility industry (DSOs, TSOs).

• Knowledge of Utilities market drivers, busiess model, basic knowledge on country regulations.

• Successful experience in selling (participating) at least one of the EcoStruxure brick (ADMS/DERMS, GIS, AMI/MDM) for 5 years.

• 5 years' experience as Opportunity leader, leading tendering & technical teams to capture Medium & Large sizes software bids (1 to 10M).

• 5 years track records in C level meeting: Value prop pitching and Selling.

• Ability to build up systems approach from various angles and develop complex story.

• Track records over 3 years in growing pipeline.

Competencies:

• Capacity to think out of the box

• Excellent communication, leadership, and strategic thinking abilities with a problem-solving aptitude.

• Strong capacity to convince and work collaboratively with cross-functional teams

• Excellent organisational skills

• Decision making mindset inside both business and technology areas

• Willingness to travel

Location:

• Singapore/Malaysia

Let us learn about you! Apply today.

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