Business Development Leader - Control System Modernizations

Why Work for Schneider Electric?

Schneider Electric's mission is to be our customer's Energy Technology Partner. Join a global leader that electrifies, automates and digitalizes every industry, business and home, driving efficiency and sustainability for all. You'll be part of a team that values your expertise, encourages growth, and rewards your impact on our customers and the industry.
Position Summary:

The Business Development Leader - Control System Modernizations is responsible for accelerating the replacement of competitors' legacy control systems (DCS, SIS, PLC, Drives) with Schneider Electric's EcoStruxure automation offering (including Foxboro DCS, Triconex, Modicon, Altivar Drives) in industrial facilities. This role is highly customer-focused, driving opportunity identification, qualification, and closure for modernization projects.

Travel: Must be sufficiently mobile and flexible; ability to travel up to 50%.
Key Responsibilities:
Market Development & Opportunity Identification

• Identify and target brownfield modernization opportunities in key industries (e.g., power generation, oil & gas, chemicals, pulp & paper manufacturing).
• Identify, target, and prioritize brownfield plants operating competitor legacy control systems (Emerson, Honeywell, Yokogawa, ABB, Siemens, Rockwell).
• Develop and execute account strategies to position Schneider Electric - EcoStruxure as the preferred modernization solution and displace the competition.
• Build and nurture relationships with customers' decision-makers and influencers.
• Lead discovery sessions to understand pain points, drivers, and business objectives.
• Prospect for new users/sites, focusing on high potential for Schneider Electric adoption.

• Articulate the unique value proposition of Schneider Electric - EcoStruxure for brownfield modernization, including technical, operational, and business benefits.
• Lead customer engagements, presentations, and workshops to demonstrate Schneider Electric's capabilities and migration strategies.
• Collaborate with Offer Management and R&D to tailor solutions, address technical challenges, and incorporate customer feedback into product development.
• Drive the sales cycle from opportunity identification through proposal, bid, and closure, ensuring alignment with customer requirements.

• Maintain expert-level knowledge of competitor legacy systems and migration challenges.
• Provide actionable feedback to Offer Management and R&D on competitive trends, customer needs, and solution gaps.
• Work closely with strategy and product management teams to influence roadmap and innovation priorities based on market intelligence.

• Work cross-functionally with sales, engineering, and service teams to ensure successful project delivery.
• Mentor and support regional sales teams in developing modernization strategies.
• Interface with regional sales and business leads to implement and develop account-specific strategies.
• Engage with EPC or end-user leaders and executives to develop relationships, understand their business, and formulate business solutions to create value.

• Track pipeline, forecast sales, and report on key metrics to management.
• Ensure customer satisfaction and long-term relationship development.
• Support development of the business case for strategic initiatives and drive implementation of selected strategies.

• 10+ years in industrial automation, business development, or technical sales.
• 5+ years' experience in engineering, project management, or operations within Heavy Industries segments.
• Direct experience with competitor automation systems (Emerson, Honeywell, Yokogawa, ABB, Siemens, Rockwell).
• Familiarity with Schneider Electric's EcoStruxure and related automation solutions.

• Deep understanding of Control System architectures, migration methodologies, and modernization best practices.
• Ability to compare and contrast Schneider Electric with competitor solutions.
• Experience with brownfield modernization project scoping, execution, and risk management.
• Proven ability to collaborate with Offer Management and R&D to drive solution innovation.

• Strategic thinker with strong analytical and problem-solving abilities.
• Excellent communication, negotiation, and presentation skills.
• Self-motivated, results-oriented, and able to work independently and as part of a team.
• Ability to develop rapport and credibility across the organization and with clients, including C-level executives.
• Analytical thinking, strong project management, and sound judgment.

• Exposure to Strategy & Business Development in the North American market space.
• Ability to convert strategies into implemented business solutions driving sales and revenue.
• Ability to develop sustainable opportunity pipeline based on business plans.

• Experience leading brownfield modernization projects.
• Schneider Electric certifications or training in Foxboro DCS.
• Knowledge of key verticals (power generation, oil & gas, chemicals, pulp & paper, manufacturing).
• Experience in owner/operator environment in process automation, process engineering, operations, and maintenance.