Hyperscale Data Center Key Account Director

Role location: United Kingdom, opened remotely

Travel rate is up to 50% of the working time.

In this role, you will be responsible for executing the Data Center regional & global strategy at the client account level. In doing so, you shall identify which accounts, consultants, and contractors can influence and unlock commercial opportunities for Eaton. A thorough experience and a long track record of success in the Data Center industry is required.

You will be assigned to a number of Accounts, but occasionally may also find or be assigned to single opportunities of interest. In this role, you shall follow the segment defined processes for opportunity identification, qualification, client requirement analysis, and value proposition creation, and you shall oversee the technical and commercial bid response and the overall client tendering process.

To perform effectively, maintaining sufficient market and competitor intelligence is required. You will understand client and market primary trends and requirements and understand how competition addresses them, and how Eaton uniquely and preferentially meets them.

To perform effectively, you shall be highly proficient at communicating Eaton's differentiated value at company, product, and service levels.

In addition to the assigned Key Accounts and duties, in this role, you shall undertake the overall strategy and program to address the Hyperscale Data Center Operators across the EMEA region.

You shall work directly with the Data Center segment Market Manager, Sales Director, and global accounts team, in order to create and execute an overall program for the acquisition, expansion, and retention of all Hyperscale Data Center accounts.

In this brief, the development of a value proposition across all products and services and functions is foreseen (account management, engineering, project management, field services, marketing). In this enhanced role, you shall implement the program with the support of these functions and shall be singularly responsible for the growth and reporting out on this critical sub-segment across the EMEA region.

• Establish, own, and continuously develop an agreed, sponsored commercial Account Plan that can meet the targets set across:
  - Sales, Orders, Pipeline
  - Sales Product Mix
  - Margin/Profitability
  - Contacts across key functions and levels
• Identify & build positive relations with all account decision-makers & influencers who impact current or future business with Eaton.
• Understand in-depth & be able to articulate the client buying process.
• Identify, engage, and secure revenue opportunities within assigned Account(s).
• Understand & capture clients' challenges & requirements and resolve with reference to Eaton portfolio.
• Oversee and align the commercial and engineering response to tenders to client requirements.
• Finalize commercial process and secure purchase orders and framework agreements.
• Oversee effective handover to post-order project management, product services & customer support teams.
• Maintain oversight of all commercial-related engagements for customer success/satisfaction and our performance as a vendor.
• Be highly knowledgeable about clients' business, commercial condition, structure, strategy, operations, and challenges. Be able to articulate this in terms of opportunity, growth, risk with respect to Eaton business.
• Be highly knowledgeable about Eaton's Products, Services, General business, structure, strategy, operations. In order to articulate this in terms of value to clients' business.
• Be an effective advocate and communicator of the benefits in supporting your assigned accounts, within Eaton organization.
• Be an effective advocate and communicator of the benefits in supporting Eaton within the client account organization.
• Know and report your account numbers. Be continuously aware of targets and current business levels within the account for both 'year to date' and forecast for order intake & revenue information.
• Responsible for reporting the narrative & the numbers.
• Collaborate effectively with other sales and stakeholders at function, country, region, and global level to both gain and provide support so others can function and meet their responsibilities to the account.
• Provide all internal stakeholders and functional departments the account-specific guidance and insights required so that they can execute their role and add value to the client.
• Build a multi-lane bridge between Eaton and the client organization. This may include R&D, Product Managers, BU Engineers, BDM, Marketing, PMO, Services, Sales Operations & Order Management, Supply Chain, Leadership & Executive Management.
• Request & support marketing campaigns (ABM) & activity that can grow Eaton to Client relations and business.
• Overlook the overall strategy and program to address the Hyperscale Data Center Operators across the EMEA region.
• Work directly with the Data Center segment Market Manager, sales director, and global accounts team to create and execute an overall program for the acquisition, expansion, and retention of all Hyperscale Data Center accounts.
• Development of a value proposition across all products and services and functions is foreseen (account management, engineering, project management, field services, marketing).
• Implement the program with the support of these functions and shall be singularly responsible for the growth and reporting out on this critical sub-segment across the EMEA region.

• 10+ years of related experience in the Data Center business.
• Demonstrated ability to inspire and coordinate others.
• The position requires an entrepreneurial spirit, high degree of customer affinity, and a very strong ability to influence others. Strong technical and engineering presence. Demonstrable knowledge of Data Center design and operations.
• Strong executive presence and ability to relate well as a peer to leaders of target customers.
• Ready to take a Leadership role in managing complex situations.
• Able to identify and implement new tools and processes.
• Understand when to support, when to lead, when to listen, and when to direct.

What we offer:

• Competitive compensation and benefits package.
• Challenging projects in a dynamic collaborative team.
• Flexible working solutions (remote, flexible working hours, compressed week, part-time, etc.).
• We make your aspirations matter – Eaton encourages internal promotion whenever possible.
• We make your growth matter - We invest in our employees for the long term – not just with salary and benefits, but with ongoing learning and development opportunities made available through Eaton University.
• We make your contributions matter - reliability, safety, efficiency, and sustainability are at the core of our dedication to improving people's lives and the environment through power management technologies.
• We make your wellbeing matter – We put your health and safety first. Wellness at Eaton is more than a program; it's about changing the environment by offering the right tools to help empower employees to make that happen.

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.

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