The Sales Manager - Energy Automation (Grid & Infrastructure) is Schneider Electric's designated Specialist Seller for the Digital Power Systems portfolio across the Gulf, driving growth, market penetration and strategic opportunity development with utilities, transport and critical infrastructure customers.
Partnering closely with Key Account Managers and Segment Leaders, the role acts as techno-commercial expert for Substation Automation (SCMS), Digital Substations and Grid Automation. It supports strategic account development by identifying opportunities, influencing customer requirements, shaping differentiated solutions and driving pursuits through to closure.
As a trusted advisor to end users, consultants and EPCs, the role combines deep technical expertise with commercial acumen across the Digital Power Systems scope, including OT cybersecurity, with ADMS exposure as an added advantage. Operating within Schneider Electric's account coverage model, it owns pursuit strategy, solution positioning and value creation, mobilizing cross-functional resources with broader Digital Energy portfolio in mind - turning deep techno-commercial mastery into customer impact.
Key Responsibilities: Sales growth & Opportunity Development - Develop and execute the Digital Power Systems growth strategy to achieve order intake, revenue, profitability and pipeline objectives across Grids and Infrastructure.
- Own pursuit strategy from qualification through negotiation to order booking.
- Support the account team to identify, qualify and pursue opportunities within utilities, transport and critical infrastructure sectors.
- Expand Schneider Electric's footprint through early engagement, specification influence and value-based selling.
- Build and maintain a robust pipeline with accurate forecasting and CRM discipline.
Strategic account support - Partner with Key Account Managers and Segment Leaders on account planning and growth strategies.
- Build relationships with key decision-makers and influencers across customer organizations.
- Position Schneider Electric as the strategic partner for grid modernization and digitalization.
- Translate customer challenges into tailored value propositions aligned to their business objectives.
- Provide customer and market insight to support cluster business strategy.
Opportunity ownership and Solution Selling - Lead with the core Digital Power Systems portfolio for Grids and Infrastructure:
- SCMS / Substation Automation Systems
- Digital Substations
- Grid Automation
- IEC 61850 Station Bus and Process Bus architectures
- RTUs, gateways and communication platforms
- Cybersecurity for power systems
- Grid automation
- ADMS / DERMS is positioned as adjacent add-on
- Collaborate with technical and solution teams on customer-focused proposals and business cases.
- Define solution strategy, value proposition, differentiation and competitive strategy.
- Support bid strategy, risk review, pricing approach and internal governance processes.
- Contribute to commercial negotiations while ensuring compliance with Schneider Electric policies and profitability objectives.
- Grow lifecycle, modernization and digital services revenue from the installed base.
- Provide customer and market insight to support cluster business strategy.
Cross-Functional Collaboration - Mobilize Presales, Tendering, Engineering, Offer Management and Services to maximize pursuit success.
- Ensure customer requirements translate into technically robust, commercially viable proposals.
- Support smooth handover from sales to project execution.
- Share market intelligence, lessons learned and best practices across the commercial organization.
Qualifications & Experience - Bachelor's degree in electrical or Electronics Engineering, or a related field; an MBA or equivalent business qualification is an advantage.
- Minimum 10 years in technical solution sales, business development, tendering or project execution within digital power systems and automation.
- Proven track record of achieving targets and managing complex sales cycles.
- Strong understanding of substation automation, IEC 61850 and related protocols/architectures, OT cybersecurity and utility digital transformation.
- Experience working with utilities, EPC contractors and consultants.
- Strong commercial, negotiation and stakeholder management skills.
- Experience with CRM platforms such as Salesforce.
- Knowledge of the Gulf utilities market is highly desirable
Preferred Competencies - Consultative and value-based selling
- Utility and energy sector expertise
- Grid automation and digitalization knowledge
- Executive stakeholder engagement and strategic account planning
- Complex solution selling and commercial acumen
- Negotiation and influencing skills
- Cross-functional collaboration and results orientation
- A curious, collaborative and accountable mindset
Success Measures - Order intake and revenue growth for Digital Energy across Grids and Infrastructure
- Gross margin achievement and business profitability
- Pipeline health, coverage and forecast accuracy
- Strategic pursuit win rate and account growth contribution
- Early engagement and specification influence
- Digital Energy portfolio expansion
- Solution differentiation and value creation
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€40 billion global revenue
+9% organic growth
150 000+ employees in 100+ countries
You must submit an online application to be considered for any position with us. This position will be posted until filled.
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Responsibilities
The Sales Manager - Energy Automation (Grid & Infrastructure) is Schneider Electric's designated Specialist Seller for the Digital Power Systems portfolio across the Gulf, driving growth, market penetration and strategic opportunity development with utilities, transport and critical infrastructure customers.
Partnering closely with Key Account Managers and Segment Leaders, the role acts as techno-commercial expert for Substation Automation (SCMS), Digital Substations and Grid Automation. It supports strategic account development by identifying opportunities, influencing customer requirements, shaping differentiated solutions and driving pursuits through to closure.
As a trusted advisor to end users, consultants and EPCs, the role combines deep technical expertise with commercial acumen across the Digital Power Systems scope, including OT cybersecurity, with ADMS exposure as an added advantage. Operating within Schneider Electric's account coverage model, it owns pursuit strategy, solution positioning and value creation, mobilizing cross-functional resources with broader Digital Energy portfolio in mind - turning deep techno-commercial mastery into customer impact.
Key Responsibilities: Sales growth & Opportunity Development - Develop and execute the Digital Power Systems growth strategy to achieve order intake, revenue, profitability and pipeline objectives across Grids and Infrastructure.
- Own pursuit strategy from qualification through negotiation to order booking.
- Support the account team to identify, qualify and pursue opportunities within utilities, transport and critical infrastructure sectors.
- Expand Schneider Electric's footprint through early engagement, specification influence and value-based selling.
- Build and maintain a robust pipeline with accurate forecasting and CRM discipline.
Strategic account support - Partner with Key Account Managers and Segment Leaders on account planning and growth strategies.
- Build relationships with key decision-makers and influencers across customer organizations.
- Position Schneider Electric as the strategic partner for grid modernization and digitalization.
- Translate customer challenges into tailored value propositions aligned to their business objectives.
- Provide customer and market insight to support cluster business strategy.
Opportunity ownership and Solution Selling - Lead with the core Digital Power Systems portfolio for Grids and Infrastructure:
- SCMS / Substation Automation Systems
- Digital Substations
- Grid Automation
- IEC 61850 Station Bus and Process Bus architectures
- RTUs, gateways and communication platforms
- Cybersecurity for power systems
- Grid automation
- ADMS / DERMS is positioned as adjacent add-on
- Collaborate with technical and solution teams on customer-focused proposals and business cases.
- Define solution strategy, value proposition, differentiation and competitive strategy.
- Support bid strategy, risk review, pricing approach and internal governance processes.
- Contribute to commercial negotiations while ensuring compliance with Schneider Electric policies and profitability objectives.
- Grow lifecycle, modernization and digital services revenue from the installed base.
- Provide customer and market insight to support cluster business strategy.
Cross-Functional Collaboration - Mobilize Presales, Tendering, Engineering, Offer Management and Services to maximize pursuit success.
- Ensure customer requirements translate into technically robust, commercially viable proposals.
- Support smooth handover from sales to project execution.
- Share market intelligence, lessons learned and best practices across the commercial organization.
