Schneider Electric has an opportunity for a Services Solution Architect to build a strong operational value proposition with key customers in the Cloud and Service Provider Segment. The SA's strategy is designed to engage our customer's leadership and bring value by identifying services and solutions that will ensure safe, cybersecure, reliable, connected and energy efficient operations of equipment and assets in their operational environment.
The SA will not only consult but also provide recommendations and strategies for addressing challenges and expanding the lifecycle and value of equipment and assets. Working with Segment teams, Strategic Account Executives, Country Services V2, the SA will qualify, develop, and manage opportunities as defined in the Life Cycle Management Strategy.
This individual will have direct client interaction as well as lead the existing sales teams in service offer pursuits.
About the Role: Commercial- Combine consultative selling, solution selling, digital solution architecture and business case approaches to create an organization-wide adoption of the needed changes and investments.
- Take ownership of opportunity creation and develop them to close. Identify which opportunities are likely to be valuable for the customer and profitable for Schneider Electric.
- Collaborate with accounts owners, sales leaders, segment leads to develop C-Level relationship with key stakeholders of their portfolio of accounts.
- Understand the customer needs and pain points, translating them to SE world and building an adhoc value proposition by combining the standard offers. If no standard offer if available, the SA should involve the incubation team form the LOB to help him/her built an appropriate solution.
- The SA should have a strong knowledge of the segment while being able to connect Schneider offers and values that the customer requires.
- Manage after sales customer success and develop new opportunities to extend the sales scope.
- Collaborate with account owners and sales leaders, developing account business plans and engagement strategies. Defining actions plans with assigned accountability.
Business Development- Expand and leverage client executives (C-level) and senior management relationships to gain an understanding of clients' business and operational objectives, drivers, and challenges for asset management.
- Utilizing subject matter expertise, engaging in key discussions and workshops to address challenges regarding asset management and proper life cycle management.
- Support SAE or Services V2/Account Managers in a multiyear Customer Operations focused business plans, in collaboration with Zone Services VP, Country FS teams and Segment team, to develop Consulting Services in the related segment.
- Work with account owners to ensure opportunity pipeline is converted to orders. Follow up through related reporting & dashboards. All "for fee" engagement and pull-through should be captured in BFO.
- Develop relationships with key Operations stakeholders at global or regional level to support the integration of digital solutions and services into their site project / specs.
Solutions and Services Management- Develop innovative solutions with defined business value by leveraging offerings from multiple LoBs and internal / 3 rd party solutions.
- Create design/deploy/manage strategies for these solutions/services aligned to client needs
- Conduct business and operational studies/assessments to create business value opportunities
- Develop business value propositions and quantified benefits to assist clients with project justification
- Lead upskilling of existing field services teams to provide advanced cyber solutions
- Lead 'voice of the customer' sessions with C&SP customers to create fleet-wide cybersecurity solutions
- Deploy & execute, through Regional Service Organization operational structure, strategy, global and local opportunities management to meet expected Service business consistency and performance across sites, countries, zones.
Thought Leadership- Expand participation in the Data Center of the Future program, covering all offers including cybersecurity and cloud connectivity
- Connect SE sellers to the IT Leadership side of their customers (who heavily influence connected solutions and services adoption)
- Act as spokesperson for digital solutions and services in the segment, working with customers as a trusted advisor.
Key Success Factors - Experience in process consulting and extracting value from key insights. Can quantify operational, financial, and business advantages of our services portfolio.
- Strong experience in "strategic thinking & deployment", and experience in "influencing and convincing" multiple decision makers.
- Ability to collaborate with multiple Sales, Marketing, Delivery, and/or Partner teams to assess customer business operations and develop & position services and solutions that deliver incremental business value
- Ability to develop and manage internal relationships with senior leaders in C&SP and Global Services Commercial & Operations
- Leadership of cross function teams for service solution design and implementation including Business value definition; Solutions road map development; Implementation including business value capture and measurements; Project financials and deliverables
- Ability to accelerate LCM growth initiatives, capture market share and build a robust pipeline.
- Ability to develop short and long term business plans with customers
- Manage and activate contingency plans to improve incremental growth opportunities.
- Knowledge of Energy Automation system architectures - Buildings, Power and Process
- Participation in Segments and Services BRs
- Manage a high level of customer-facing time, both virtual and in-person.
Skills & Qualifications The potential candidate shall also demonstrate certain skills to deliver quality results within set timeframes, including:
- Strategic Account management skills at a local, regional, and global level
- Ability to build a sustainable and reliable relationship with customers across all levels of seniority. The concept of Customer Intimacy is critical in Services.
- Strong communication skills to translate LCM data into customer relevant proposals
- Digital acumen - translating Digital Solutions into operational efficiency
- 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, building management, and 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
- Business Developer - Proven track record in growing consulting businesses
- Segment Expert - At least >4 years or more of relevant segment experience
- Team Player - Passionate and dynamic leader with the energy and ability to obtain alignment and work effectively across a complex, global matrix organization
- Team Builder - Strong People skills to build an impactful multi-function team
- Role Model - Demonstrates strong personal leadership in line with Schneider Electric values: Passion, Openness, Straightforward, Effective and Challenging
Qualifications:- Bachelor of Science degree in engineering, engineering technology, computer science, information systems, or related degree.
- 8-10 years experience developing, executing, and managing solutions and services sales strategies and pipeline with global strategic customers
- 6+ years of project/services solution development/sales
- Possess strong organizational skills and attention to detail
- Knowledge of Services tools: bFO, IB Intel, Account Cockpit
- Possess strong communications skills, verbal and written
- Possess strong interpersonal skills with the ability to manage multiple projects
- Proven track record of collaborating with Sales Account Managers, Technical Account Managers and Client Managers and coaching them on how to win.
- Strong ability to influence business units, teams and resources that you do not own.
- Know how to successfully navigate complex organizations, give executive presentations and build executive relationships.
- Solid technical background that will allow the candidate to develop and deliver a set of netted solutions specifically designed to meet client needs.
- Digital/Process Automation industry knowledge that translates solutions into value-based selling
Bring your sales leadership expertise to a team that's ready to grow with you - apply today!
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€40 billion global revenue
+9% organic growth
150 000+ employees in 100+ countries
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Responsibilities
Schneider Electric has an opportunity for a Services Solution Architect to build a strong operational value proposition with key customers in the Cloud and Service Provider Segment. The SA's strategy is designed to engage our customer's leadership and bring value by identifying services and solutions that will ensure safe, cybersecure, reliable, connected and energy efficient operations of equipment and assets in their operational environment.
The SA will not only consult but also provide recommendations and strategies for addressing challenges and expanding the lifecycle and value of equipment and assets. Working with Segment teams, Strategic Account Executives, Country Services V2, the SA will qualify, develop, and manage opportunities as defined in the Life Cycle Management Strategy.
This individual will have direct client interaction as well as lead the existing sales teams in service offer pursuits.
About the Role: Commercial- Combine consultative selling, solution selling, digital solution architecture and business case approaches to create an organization-wide adoption of the needed changes and investments.
- Take ownership of opportunity creation and develop them to close. Identify which opportunities are likely to be valuable for the customer and profitable for Schneider Electric.
- Collaborate with accounts owners, sales leaders, segment leads to develop C-Level relationship with key stakeholders of their portfolio of accounts.
- Understand the customer needs and pain points, translating them to SE world and building an adhoc value proposition by combining the standard offers. If no standard offer if available, the SA should involve the incubation team form the LOB to help him/her built an appropriate solution.
- The SA should have a strong knowledge of the segment while being able to connect Schneider offers and values that the customer requires.
- Manage after sales customer success and develop new opportunities to extend the sales scope.
- Collaborate with account owners and sales leaders, developing account business plans and engagement strategies. Defining actions plans with assigned accountability.
Business Development- Expand and leverage client executives (C-level) and senior management relationships to gain an understanding of clients' business and operational objectives, drivers, and challenges for asset management.
- Utilizing subject matter expertise, engaging in key discussions and workshops to address challenges regarding asset management and proper life cycle management.
- Support SAE or Services V2/Account Managers in a multiyear Customer Operations focused business plans, in collaboration with Zone Services VP, Country FS teams and Segment team, to develop Consulting Services in the related segment.
- Work with account owners to ensure opportunity pipeline is converted to orders. Follow up through related reporting & dashboards. All "for fee" engagement and pull-through should be captured in BFO.
- Develop relationships with key Operations stakeholders at global or regional level to support the integration of digital solutions and services into their site project / specs.
Solutions and Services Management- Develop innovative solutions with defined business value by leveraging offerings from multiple LoBs and internal / 3 rd party solutions.
- Create design/deploy/manage strategies for these solutions/services aligned to client needs
- Conduct business and operational studies/assessments to create business value opportunities
- Develop business value propositions and quantified benefits to assist clients with project justification
- Lead upskilling of existing field services teams to provide advanced cyber solutions
- Lead 'voice of the customer' sessions with C&SP customers to create fleet-wide cybersecurity solutions
- Deploy & execute, through Regional Service Organization operational structure, strategy, global and local opportunities management to meet expected Service business consistency and performance across sites, countries, zones.
Thought Leadership- Expand participation in the Data Center of the Future program, covering all offers including cybersecurity and cloud connectivity
- Connect SE sellers to the IT Leadership side of their customers (who heavily influence connected solutions and services adoption)
- Act as spokesperson for digital solutions and services in the segment, working with customers as a trusted advisor.
