Digital Solutions Sales Leader

2 months ago

Edinburgh, United Kingdom Schneider Electric Full time
Mission:

You will lead the Digital Business for SE UK and Ireland, by designing a strategic sales plan that provides market coverage for IA/PA segments and channel, including outlining the actions/decisions/goals necessary for a sales team to position an offer or increase market share, outlining sales operations procedures to align with best practice. You will ensure that BU Sales Strategy is aligned with zonal and corporate strategy and manage a team of Digital Account Managers to support segments across the zone.

A key part of this role is to grow SE's software & consultancy business within IA and PA focused segments, across the Digital stack - Level 3 Apps and Analytics, Level 2 Control Software, and Digital Transformation consultancy. Therefore, holding critical AVEVA (IDSFT), ProLeit (IDPLT), & LoB relationships, collaborating with the sales teams/segment leaders to increase software sales, developing & managing a nascent IPA customer success function to increase Annual Recurring Revenue, working closely with project delivery on the GTM strategy for the different software offers, and ensuring that software focused resources/functions are geared towards achieve end-user specification, are all important aspects of the role.

This role also has responsibility for EcoStruxure Automation Expert growth across the zone, ensuring that the global strategy is deployed.

In addition, you will also be the interlock for the Digital Transformation Consulting (IDT) team across the zone, as well as being responsible for the Cyber Consulting business (IDCYS)

SE UK and Ireland has ambitious targets when it comes to Digital Transformation - You will formulate a strategy that sees the combined Digital Solutions business across L3, L2 and Consultancy on a growth trajectory that is market-beating.

Responsibilities:
  • Sales Strategy - Working across the leadership team and wider business + other zone teams to lead the creation of a Sales Strategy for IA & PA.
  • Sales Operations - have a strong system of management that aligns the business to focus on successful deployment of sales strategy, for IPA, and where appropriate, across the UK/Ire Zone. Using Hoshin or other appropriate tools ensure the business only deviates from strategy when agreed and that short terms operational priorities are balanced with longer term vision.
  • LoB/AVEVA relationships - Hold key stakeholder relationships within both Industry & PA LoB's, specifically with Commercial teams, as well as AVEVA/AVEVA Select, and run reviews as appropriate.
  • Software Sales Reporting- own and report on the software number (using tools like the Digital Flywheel, BFO, etc.), and work with the sales teams to grow the software business YoY. Produce reference architectures for priority segments, and administer the AVEVA Sales Agent mechanism, whilst ensuring that the Software sales team is correctly resourced to support the segments.
  • EcoStruxture Automation Expert (L2 Software) - own the growth target for the zone. Work to put in place a team to drive success in the space from a sales and technical perspective.
  • Customer Success - implement and manage a Customer Success strategy and function that ensures our software subscription customers in IPA extract value from their investment and adopt/expand/renew their contracts.
  • Industrial Cyber Consulting - own the target for IDCYS, formulate a strategy for growth, and manage LoB and supplier relationships, whilst engaging with Segments to increase the scope for Cyber.
  • Digital Transformation Consulting - help facilitate the interlocks between IPA and the wider digital transformation team.
  • ProLeit (Level 2 Control Software) - own the growth target for the zone, implement a GTM strategy for delivering ProLeit solutions through the IPA team.
  • Strategic interlocks - running key strategic interlocks with the Lines of Business, other local Business teams, Zone strategy team.
  • Contribute towards Project & Services Strategy - work closely with Delivery Teams to identify the most appropriate GTM for the L3 & L2 solutions, as part of the IPA Super System Integrator strategy.

Skills and Experience:
  • Strong influence and convincing skills.
  • Strong communicator and motivator.
  • Vision creation capability.
  • Thought Leadership.
  • Deep understanding of managing, coaching and incentivising Software Sales Teams.
  • Deep understanding of the customer perspective, and sales process (transactional and consultative), particularly as it relates to Digital Transformation pursuits.
  • Curious, inquisitive.
  • Good general business sense and awareness of macro market trends.

At Schneider Electric, Diversity & Inclusion is at the heart of our organisation, it's an integral part of our history, culture, and identity.

We recognise that embracing diversity unlocks innovation and creativity and fosters collaboration. We want our employees to reflect the diversity of our communities and the customers we serve. As a result, our teams are stronger to drive the company's future.

"We are proudly participating in the Disability Confident Program offering support to people in the workplace who consider themselves living with a disability."

What we offer you:

Competitive salary & Bonus Scheme, 28 Days Annual Leave + Public Holidays, Holiday Buy & Sell programme, Pension Scheme, Employee Share Ownership Programme, Various Health & Wellbeing Support Options, Gym Flex, Open Talent Market (internal mobility opportunities + access to mentors & projects globally), Shopping & Dining Discounts, Learning Portal and much more.

Apply now:

Please submit an online application to be considered for any position with us. You know about us, so 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

₠36 billion global revenue
+13% organic growth
150 000+ employees in 100+ countries
#1 on the Global 100 World's most sustainable corporations

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. This extends to our Candidates and is embedded in our Hiring Practices.

You can find out more about our commitment to Diversity, Equity and Inclusion here and our DEI Policy here

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 here

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.

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