This position is responsible for
designing high quality solutions to meet the customer’s application requirement of data center or C&I project and ensure successful win.
The person is also responsible to ensure that the solution offered for a given project ensures the successful project implementation, compliance to standards and highest customer satisfaction.
The person must demonstrate excellence in system engineering for critical application projects such as data center. Person should show leadership and ability to conduct effective communication at senior levels with key customers and partners, and maintain a high profile with the business and project community to establish Schneider Electric’s credentials as a reputable business partner.
This position works with the following key internal parties :
Sales Opportunity Leader
Central Business Development Organization
Global Field Services
Data Center Regional Application Center
Zonal / Regional Execution Center
Supply Chain Management
Other Activity Business Development Managers
ESSENTIAL FUNCTIONS :
Description of Essential Functions
Identifications of new market segments, partners or business opportunity
Understanding of the competitive landscape and develop regional and local strategies to beat competition
Understanding of customers needs by working with customers, specifiers and partners
Liaising with customer’s project teams, consultants and internal teams to understand the project requirement / scope / needs
Convert the project scope into solution to successfully meet the customer needs as well as create competitive advantage through right design and selection
Ensure the solution compliance to the local standards, regulation, codes and safety requirements
Create all required documentation in terms of capacity calculations, design calculations, solution presentation, solution value proposition, compliance table, etc
Solution design should ensure the successful project implementation and customer satisfaction
Identify top specifiers working in large data center projects, Data Center, IT Room and C&I application and work with them to enable for SE products and support for suitable architecture and suitable product positioning.
Run web-communicaiton seminars for product lines to address customers, channel partnes, specifiers and project management comanines in zone.
Work with DC RAC to provide technical support and seek support for detailed engineering. Assess and work with DC RAC for qualification and support during tendering process.
Working with IT and ET Channel Managers to align business with targeted channel partners and develop competency for configuration, prescription and sales of product offers.
Working with Large Contractors and System Integrators for mid and large opportunities to position suitable products and increase winning probability.
Support Channel Partners with providing offer solutions, product selection, site requirements, technical support during presales and execution.
Support channel managers for channel partner on-boarding.
3.Product & Program Management
Working with Line of Business and Product Managers
Participate in and provide inputs for product development to meet the country needs
Provides necessary training and guidance to channel team as well as partners
Manages and provides necessary sales tools to partners
Working with pre-sales community in zone as a team player and team leader.
To be seen as a role model and set the bar for Business Development
Coach and Mentor the team members of other clusters and channel partner presales team.
Working with zone sales operations, presales team for timely submission of prescription, business development and channel enablement activities progress report
EDUCATION MINIMUN REQUIRED LEVEL :
Bachelor’s Degree or equivalent (eltrcical engineering)
EXPERIENCE MINIMUM REQUIRED :
At least 08 to 10 years experience in the presales for critical applications such as data centers
At least 5 years in data center experience will be an advantage
Must be comfortable in developing relationships with senior IT managers, Facility Managers, Consultants, Channel Partners, and management of major corporations and accounts
Strong communicator both written and verbal in technical and non-technical environment
A leader in customer advocate professional approach to internal and external clients
Ability to meet deadlines and demonstrate effective time management skills
Excellent business ethics and integrity
Demonstrates a flexibility in operational style to meet the requirements or multi-culture position