The C&SP Leader is a significant sales leadership role managing the relationships and driving growth
with all Countries, Leaders, Sales, Technical, PM, Tendering and Services for our Data Centre business
within the East Asia Zone.
The C&SP Leader will be expected to develop and drive the country V1’s to have strong relationships
within existing and new named accounts. It is therefore essential that this person has extensive
experience of identifying and influencing senior key decision makers, up to C Level within the account
and also Specifiers & Contractors that the account relies upon for its DC construction activity. The
C&SP Leader will be instrumental in developing, implementing, and managing the commercial/account
strategy for the Data Centre Enterprise Service Provider and Colocation segments at Schneider Electric.
This position will lead the selling complex solutions strategy into the targeted accounts. As the Zone
leader, they will need to work seamlessly with the country organizations and build a committed network
of sales and technical professionals to help best address the customer needs. In addition, they will take
leadership role in large project pursuit, driving the sales cycle (from presales through tendering and
execution) and aligning internal/external partners and key resources.
This role will be selling the complete portfolio of Schneider Electric by working across our different
business units. Experience of selling within a matrix organisation is essential and good internal
stakeholder management will also be important.
This role requires a deep understanding of the Hyperscale Datacenter and Colocation Segments and
the key business drivers, a strong appreciation and understanding of key technologies involved and
extensive knowledge of the market’s value chain. They will need to be seen an expert to lead the team
members to successful client engagement. Importantly the C&SP Leader must be able to translate
her/his knowledge into a business language and fluently articulate it within a client environment.
Key Responsibilities
• Develop Relationships with key Decision makers within nominated Accounts and associated
ecosystem of consultants and contractors
• Develop new Building Automation and Mechanical & Electrical Infrastructure Data Center
business opportunities related to Schneider Electric's EcoStruxure for Data Centers offer
General
• Become the leader for identified major projects, leading a V1 and virtual team to add value and ensure a successful outcome.
• Work with the EA Countries to process and analyze feasibility assessments for all bid/contract documents related to developing opportunities.
• Build a strong working relationship with the Segment and Country leadership to develop and drive an account winning strategy
• Build strong relationships within all relevant countries within the Region, and lead the Sales, Presales, Tendering and Execution professionals to best address the customer needs
• Work with the EA Countries to develop the Strategic Account Plan/Strategy.
• Consult with countries and customers and shape opportunities to optimize the value we offer.
• Work with the EA Countries to Map key decision makers at customers or prescribers.
• Follow Customer Project Process (CPP) follow Best in Sales Practice and be best in class for account profiling and record keeping in our CRM system.
• Encourage working groups by sharing their knowledge. Share talents, resources, and know-how. Build an agile NETWORK and promote synergies.
• Understand business context and implications anticipate and set priorities. Adapt global strategy to local context across Businesses. Translate strategy into clear EXECUTION. Deal with the dilemma of short-term results and long-term business sustainability.
Commercial experience
• Demonstrates deep technical sales (direct and indirect) experience
• Strong track record of capability to manage and grow large accounts
• Understanding of account management, customers, sales channels & third parties
• Demonstrates significant experience in detecting and discussing industry and customer pain points and proposing high value solutions
• Proven knowledge of building automation, mechanical systems, electrical distribution, critical power, and associated services.
Leadership
• Ability to mobilize and manage networks / remote and virtual team
• Ability to navigate complex matrix organizations in multicultural environment
• Ability to understand and animate complex ecosystem of influencers
• Strong initiative, self-starter and highly organized
• Ability to influence Business and/or Execution leaders to improve business performance by proactively engaging on key issues and priorities (risk/loss/opportunities) while ensuring internal policy/procedural compliance.
Communication and Interpersonal skills
• Successful track-record in establishing local customer intimacy through connections at Executives level and key decision makers within the customer organization
• A strong ability to understand complex requirements, able to clearly communicate client needs, challenge the client on solutions and translate solutions to business value.
• Able to politically navigate through an organization; balancing interactions with the Key Decision Maker and reaching senior executive / C-Level ranks
• Strong influencing skills and intercultural skills
• Tenacity, resilience, emotional intelligence
