End User Sales Manager - Area Region Greater India

Greater India as a region represents a significant growth opportunity for Schneider Electric’s EcoStruxure IT software business for Data Centre and Distributed IT (Edge) customers.

In terms of existing business, SE has a diverse installed base of software customers having deployed either cloud or on-premises EcoStruxure IT solutions, segment applications includes both Colo Service Provider and enterprise data centres, and in distributed IT in Healthcare, Education, Retail, Manufacturing, Industrial, Telco, Government, Defence, Hospitality, Oil & Gas, Pharmaceutical and others.

In addition, there is a growing installed base of customers connected to EcoStruxure IT cloud, paid SaaS IT Expert and IT Advisor platforms. The existing business is facilitated in a mixed model of both direct business and indirect through dedicated software partners and IT channels. The business is supported by the Software Overlay Sales team, comprising sales and pre-sales experts who work closely with end user customers to specify solutions and support partners and the Secure Power Sales team.

New opportunities for software business growth exist in the Cloud and Service Provider (C&SP) market as operators seek to better manage risk, capacity planning and meet sustainability objectives, similar opportunities existing in multiple segments in Edge applications as customer seek to better improve the visibility and security at distributed sites. Schneider Electric is unique vs our competitors as our broad vendor neutral EcoStruxure IT portfolio addresses all types of customers and applications.

To support the continued growth ambition in the region and due to restructuring within the current team, Schneider Electric has a requirement to recruit a new Software Sales Director to lead the software overlay team, drive the business growth initiatives and provide underlying support to customers, partners, and the Secure Power local country sales organisations.

Scope & Mission

The position is responsible for leading the software overlay sales team and business growth in orders and sales for the EcoStruxure IT suite of products and services within Secure Power division, encompassing cloud and on-prem software and services:

PL520 IT Advisor – on premise planning and modelling DCIM software and application modules (ITA Base, Colo, Capacity, Change)

PL521 Data Centre Expert – on premise monitoring software

PL534 IT Expert – cloud enabled monitoring

PL534 IT Advisor – cloud enabled monitoring

PL535 - Customer Specific Project services

PL522 - On Premise Software Maintenance

PL537 – NetBotz Environmental and Security platform

Key Responsibilities :

• Leadership of the Software Overlay Sales Team, recruiting of new team members, coaching for success and general management of the team.
• Growth in EcoStruxure IT software business both SaaS and on Prem Subscription and software services
• Business reporting and forecasting to LoB Leadership; direct line to Global Sales VP and dotted line to regional SVP.
• Ownership and management of the software project funnel, provide reporting and forecasting using Schneider Electric CRM Salesforce (BFO)
• Build and maintain relationships with Edge & Distributed IT end users to influence and convince adoption of EcoStruxure IT SaaS solutions
• Build and maintain relationships with Data Centre Operators both enterprise and colo & service provider segments to influence and convince adoption of EcoStruxure IT SaaS and on prem subscription business
• Generate value propositions, proposals, quotes and RFP RFI responses.
• Work closely with Secure Power and Software LoB Marketing teams to drive demand creation.
• Present the EcoStruxure IT value proposition at customer events
• Voice of customer & customer advocate, providing feedback to product development teams to drive innovation
• Support training initiatives to educate and develop software knowledge of Secure Power sales and presales teams and partners.
• Provide monthly business reviews (both MBR and QBR) with full transparency of the business.
• Conduct research within the data Centre / edge / distributed IT industry and outside it and contribute ideas to drive innovation.
• External branding of offer via professional networks, international conferences, press etc.
• EcoStruxure IT software solutions is defined as: IT Expert, IT Advisor, Asset Advisor, Customer Specific Projects (CSP), + other software services
  
  

Requirements

Education

Bachelor’s degree in business management and/or Engineering with a minimum of 10 years of experience in Sales & Channel Management

Certification

NA

Job related Experience

Minimum 10 years

Hands on commercial experience of Enterprise Software.

Solution Selling and Consulting Skills, Complex Multi-National Systems deployment, Software Services, Multinational and Regional, Excellent presentation and communication Skills. Technically sound, commercially savvy, experience of contractual engagement and exposure to clients at CXO level.

Preference for candidates with knowledge and experience on Data Center UPS, cooling systems, power distribution, Energy management, IT industry and background in technical software solutions

Essential

Commercial & Technical Experience

• Extensive experience of solution selling for software in enterprise environments
• Understanding of SaaS products, sales & marketing strategies, lean & agile product development philosophy
• In depth knowledge of Edge & distributed IT applications and customer challenges
• In depth knowledge of the availability and efficiency challenges in Data Centres
• In depth knowledge of data Centre design build and operation
• In depth knowledge of colo and service provider data Centre market
  
  

Preferred

• Experience with software defined data centres, AI, machine learning, data analytics
• Experience of software platform integration Web Services (including SOAP, XML, XML Schema, open APIs)
• Experience with software services such as customized reporting, billing, integration, data migration
• Good understanding of general LAN/WAN internetworking (Firewall, TCP/IP, SNMP etc)
• Good understanding of the virtualisation solutions (VMWare, Microsoft Hyper V)
• Good understanding of Enterprise Management solutions with at least 1 of the following : Emerson Trellis, Avocent Data Center Planner, DSView, Aperture, IBM Tivoli, HP Openview, BMC Patrol/Remedy, CA DCIM, MS SCOM, Nlyte, iTracs, Raritan DCIM, Panduit DCIM, BMS, Power Monitoring
  
  

Language

Hindi, Urdu, English Read & Write. Proficiency in other Dialects, languages is a plus

Travel requirement

Greater India Operations

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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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