Services Sales Strategic Account Executive

For this U.S. based position, the expected compensation range is $128,480 - $192,720 per year and commission.

The compensation range for this full-time position applies to candidates located within the United States. Our salary ranges are determined by reviewing roles of similar responsibility and level. Within the salary range, individual pay is determined by several factors including performance, knowledge, job-

related skills, experience, and relevant education or training. Schneider Electric also offers a comprehensive benefits package to support our employees, inclusive of medical (with member reward points), dental, vision, and basic life insurance, Benefit Bucks (credits to apply towards your benefits), flexible work arrangements, paid family leaves, 401(k) + match, well-being and recognition (including service anniversary) programs, 12 holidays per year, 15 days of paid time off per year (pro-rated in the first year of employment based on start date), opportunity to purchase company stock (eligibility depends on start date), and military leave benefits.

• Manage assigned accounts o Develop and execute annual sales plan for key customers in their account portfolio (Platforming & Coverage Execution).
• Develop and maintain relationship with existing customer and Services Partners at all levels
• Apply market and account skills necessary for dealing with specific segments or target audiences.
• Increase the stickiness of Schneider services with customers by promoting and selling to all offers
• Cross sell Service portfolio - Power, Secure Power & Cooling, Digital Energy, Industry
• Proactively contact customers and educate them on the complete Service offers special attention on recurring and digital offers.
• Secure customer satisfaction overseeing all ongoing activities with the customer (Order, Delivery etc)
• Utilize Bfo (Salesforce.com) for sales funnel management, account planning, performance and opportunity detection via Account Cockpit
• Keep updated Accounts data & Installed Base data in bFO/bFS
• Provide monthly forecasts, using bFO, and summaries in a timely manner.
• Participate in the preparation of analysis and reports on service performance.
• Provide precise and timely information to Tender team to prepare sales quotations and proposals
• Monitor margin to be at or above country thresholds. Use DOA process to escalate opportunities below thresholds.
• Work closely with Lead Virtual Service Sales Representatives and the BU account managers to maximize business opportunities.
• "Feed" the Services Marketing leaders with Offers feedback and needs
• Coordinate and/or attend trade shows and marketing/sales seminars as needed

• Build and manage Services Opportunity Pipeline o Analyze & qualify opportunities in Bridge Front Office (Schneider's Sales force based Opportunity management tool) and secure a healthy pipeline
• Meet daily goal for outbound sales calls to support existing customer portfolio and identify and pursue new opportunities with assigned accounts.
• Manages calls and e-mails to support existing customer base and foster new points of contact and potential accounts thanks to Demand Generation Engines (marketing & sales campaign, FSR leads and CCC/other sales leads)
• Develop up & cross-selling between Line of Businesses service offer
• Coordinate with all the Services & Product teams if needed, to satisfy service opportunities
• Document all records of customer history in BFO.

• Customer, Services Sales Team, Tendering, Service Operations, Services VP, Services Operational Marketing, Virtual Services Sales, BU/Country account managers (V1s), Business developers, Connected Service Hub, Customer Success Manager
• The ESSR works close to the Customer Success Manager (CSM) in order to secure customer satisfaction on contracts signed and expand services proposals across the site or multiple country sites.
• The ESSR leverages the Tendering team to create timely proposals.
• He/she will interact with V1 Account manager from the Bus or National Sales Force, and also with Services VSSR and Services Operations.

• Ability to engage customers in person and virtually move the sales process forward in large organizations.
• Up to 45 % of Customer Facing Time (CFT) including physical visits or virtual interactions.
• Comfort with available technologies for remote communication (around 20% of his/her CFT) and customer/opportunity management
• Good working relationship and regular coordination with Tendering team, all Account Managers (incl. GAM/KAM) for opportunities identification and support
• Regular collaboration with the Customer Success Manager (CSM) and Services Operational Marketing team for thorough understanding of Installed Base of their customer portfolio.

• Services ORDERS from Own Covered Accounts (hurdle in consulting orders)
• Individual Services SALES
• Recurring Orders • Account management skills

• The successful candidate should have a (4) year college degree or equivalent work experience and >8 years technical sales experience.
• Language skills: native speaker level for local context, good level of English (written, verbal)

• Ability to build a sustainable and reliable relationship with the customer. The concept of Customer Intimacy is critical in Services.
• Excellent verbal and written communication skills including C-level customers
• Thorough knowledge of Schneider Electric Services offers throughout the Asset Management Life Cycle of the product. Good knowledge of power, secure power, industry systems.
• Proficient in Microsoft Office suite and ERP/CRM related tools. BFO usage.
• Excellent organizational skills.
• Ability to leverage technology for communications and managing own performance