Senior Manager-Key Account Management(Govt.)

Description

The Key Account Manager (KAM) is a significant technical sales leadership role managing the relationship with nominated Country targeted across the North India region in India.

The KAM will be expected to develop strong relationships within existing named accounts or account. 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 Specifiers & Contractors that the account relies upon for its DC construction activity.  The KAM will be instrumental in developing, implementing, and managing the commercial strategy for the (Government)  Enterprise segments at Schneider Electric.

This position will lead the selling complex solutions strategy into the targeted accounts. As the opportunity leader, they will need to work seamlessly throughout the Zone with the country organizations and other divisions and build a committed network of sales and technical professionals to help best address the customer needs. In addition, they will take ownership of 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 / Divisions. 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 Goverment Datacenter 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 KAM must be able to translate his knowledge into a business language and fluently articulate it within a client environment.

Key Responsibilities

• Develop Relationships with key Decision makers within nominated Account(s) and associated ecosystem of consultants and contractors
• Develop Mechanical, Electrical & Building Automation Infrastructure Data Center business opportunities related to Schneider Electric's EcoStruxure for Data Centers offer
• Become the opportunity leader for identified major projects, leading a virtual team and add value to ensure a successful outcome
• Process and analyze feasibility assessments for all bid/contract documents related to developed opportunities
• Build a strong working relationship with the Divisions 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
• Develop the Strategic Account Plan/Strategy and roll it out across the Region.
• Consult with customers and shape opportunities to optimize the value we offer
• 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.

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

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

Qualifications - External

BASIC QUALIFICATIONS, Skills and Experience required:

Ability to create and meet joint solution and GTM strategies and tactical plans. Consistently exceed quota and key performance metrics. Demonstrated ability to engage and influence C-level executives. Presentation skills: the ability to articulate complex concepts to cross functional audiences. Should be disciplined in working with people as well as be culturally sensitive in dealing with them.

• Strong knowledge of UPS/Cooling/Rack/Datacenter market
• 5+ years related experience in relevant industry
• 5+ years related experience working in sales/relationship building or consulting positions
• Excellent interpersonal and communication skills including presentation skills
• Analytical skills

BASIC QUALIFICATIONS, Skills and Experience required:

Ability to create and meet joint solution and GTM strategies and tactical plans. Consistently exceed quota and key performance metrics. Demonstrated ability to engage and influence C-level executives. Presentation skills: the ability to articulate complex concepts to cross functional audiences. Should be disciplined in working with people as well as be culturally sensitive in dealing with them.

• Strong knowledge of UPS/Cooling/Rack/Datacenter market
• 5+ years related experience in relevant industry
• 5+ years related experience working in sales/relationship building or consulting positions
• Excellent interpersonal and communication skills including presentation skills
• Analytical skills