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Position: RECURRING & DIGITAL SERVICES LEADER
Location: Santiago, Chile
Are you looking for a new opportunity as a RECURRING & DIGITAL SERVICES LEADER?
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The Recurring and Digital Services Leader will be responsible to drive the recurring and digital transformation across the zone or select cluster organization, deploying recurring commercial practices to accelerate the asset base track /capture/renew engine and improving the annual recurring revenue (ARR) growth in the zone.
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Main Mission
Develop Recurring & Digital Services business by growing aggressively the pipeline, orders and ARR in the zone or select clusters:
• Accountable for E2E (Commercial & Operations) transformation and performance
• Grow Recurring Orders and ARR by leveraging all selling opportunities across End to End recurring process
• Deployment of Track > Capture > Renew recurring processes
• Drive more adoption and attachment with Capex teams
• Develop and replicate Customer-driven value proposition & business cases
Qualifications
Key Responsibilities
o Drive the Recurring & Digital business and recurring development, within organization including Brownfield, Modernization, Greenfield, Partners etc
o Drive Capex to Opex to Recurring Transformation (now E2E Capex recurring) though deployment and opportunity support
o Develop a healthy & accurate sales pipeline follow up to conversion
o Deploy end to end recurring process in zone / country
o Collaborate closely with VSSRs and CSMs to drive on-time renewals, analyze lost / churn accounts and conduct VoC survey to close the loop
o Monitor and grow Recurring Pipeline
o Share best practices across the sales teams and customers
o Understand recurring business roadblock for each area and drive the action plan to overcome them
o Support sales team to identify key clients pain points & needs, build best tailor made and outcome-based service to address those needs
o Prepare commercial pitches with the support of the Recurring & Digital Services Architect & support quotations with Tendering & Quotation Manager
o Collaborate with other BU Sales in prospects identification
o Stay in close contact with customer's needs & gather country feedbacks to challenge offer development team for offer improvement
o Identify, reach, and engage key decision makers through networking, personal connections, client references, and industry events
o Research, develop and maintain competitive information resources
o Participate in meetings with Recurring & Digital Team (transformation calls) and act upon agreed actions
o Coordinate/close the loop between all streams (ensure Tendering, execution and CSM efficiency + marketing) to ensure successful transformation
o Organize and accelerate training to secure Recurring DNA is present with all sales reps, Services and Non services
o Reconciliate the YTD Recurring & Digital Performance, build and drive growth actions plans accordingly
Main interactions:
Zone/Cluster/Country Services VPs, Ecocare Offer Launch, Global Digital & recurring BD team, CSM team, Services Sales Team, BU/Country Account managers, Customers, Tendering, Service Operations, Services Operational Marketing, Virtual Services Sales, Connected Service Hub, BU/ Country Segment Account managers,
Key Success Factors
Engagement and influence, both internally and externally
Manage the end to end recurring & digital process
Ensure successful handovers with execution team and CSM
Strong end user market & segment knowledge
Training Development and presentations on customer specific value proposition, ROI etc to define value proposition development and refinement by segment and customer type
Developing compelling sales stories specific to and driven from specific customer need and data
Develop strong consultative selling skills across different sales team and customers to promote digital and recurrent offers
Develop consultative partnership and influence accounts and services strategy in key customers
Performance Management (KPIs)
• Order intake growth in Digital & Recurring Services scope (core and practices)
• Annual Recurring Revenue (ARR) to measure the predictable and recurring revenue generated
• Track / Capture / Renew Indicator to measure progress of assets under contract
Education / Skills:
• Education: Bachelor /associate degree preferred
•
Experience:
3-10 years technical Sales / Business Development experience Selling contract, services, sustainability, consulting, audits
o Strong knowledge of Digital & Recurrent (EcoStruxture portfolio and value prop), APM, Industry 4.0 knowledge
o Proven experience of outside Sales, Business Development experience, selling SaaS, enterprise software or EM solutions to senior executives & technical buyers. Virtual Sales, Partner Sales or CCC experience is a plus
o Awareness of industry leading IoT platforms such as: AWS IoT, Microsoft Azure, IBM Watson etc.
o Desire for continual learning & development of technology, analytics, big data, cybersecurity and industry trends
• Soft skills:
o Excellent verbal and written communication skills including C-level customers
o Thorough knowledge of Schneider Electric services offers throughout the Asset Management Life Cycle of the product.
o Proficient in Microsoft Office suite and ERP/CRM related tools. Excellent organizational skills.
o Ability to leverage technology for communications and managing own performance
Language skills: native speaker level for local context, good level of English (written, verbal)
A bit about us... Schneider Electric
At Schneider Electric, we want our employees to reflect the diversity of the communities in which we operate. We welcome people as they are, creating an inclusive culture where all forms of diversity are seen as a real value for the company. We embrace a high-performance culture by being straightforward, open, passionate, and effective, and by challenging the status quo.
Satisfaction is not a guarantee - it's a life goal. Schneider Electric™ provides the platform for both professional and personal fulfillment through employee well-being; unique and diverse collaborative teams; challenging roles; continuous skill development; and more. We are a high-performing workforce of 160,000 people thriving in over 100 countries. From the simplest switches to the most complex operating systems, our technology, software, and services improve the way our customers manage and automate their operations. Our connected technologies reshape industries, transform cities, and enrich lives.
Open space for localized content: country- or region-specific information and/or business unit description.
You know us - now let us get to know you! Apply today.
Schneider Electric's policy is to provide equal employment and advancement opportunities in the areas of recruitment, hiring, training, transfer, and promotion for all qualified individuals, regardless of race, religion, color, sex, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct.
Schedule: Full-time
Req: 009H2M