Services Solution Architect

Schneider Electric - UAE; Dubai; On-site; AED 300,000 - 540,000; Full time

Job summary

Schneider Electric - UAE is seeking a Senior Solutions Architect and Business Development professional to lead consultative, value-driven engagements with asset management and data center customers. You will create opportunities, align digital and services offerings, and drive multi-Lob solution designs for large accounts across the UAE.

You will build executive relationships, craft business cases, and collaborate with Sales, Services, and Segment teams to ensure consistent growth and delivery

Qualifications

• Experience in strategic account management at local, regional and global levels.
• Strong ability to build relationships with C-level stakeholders and influencers.
• Proven ability to collaborate across Sales, Marketing, Delivery and Partner teams to deliver value.

Responsibilities

• Develop opportunity pipeline with target accounts and drive it to closure.
• Lead workshops and reviews to align Schneider Electric offerings with client needs.
• Define action plans with accountability and track progress across the organization.
• Mentor and lead cross-functional teams to design and deliver value-driven solutions.

Skills

Strategic accounts

C-level engagement

Digital solutions

Cybersecurity

LCM knowledge

Power systems

CRM tools

Project management

Education

Bachelor's degree in engineering

Tools

bFO

IB Intel

Account Cockpit

Job description

About the Role

CommercialCombine 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 DevelopmentExpand 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 ManagementDevelop innovative solutions with defined business value by leveraging offerings from multiple LoBs and internal 3rd 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 LeadershipExpand 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 gt 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 customers6+ years of project/services solution development/salesPossess strong organizational skills and attention to detailKnowledge of Services tools: bFO, IB Intel, Account CockpitPossess strong communications skills, verbal and writtenPossess strong interpersonal skills with the ability to manage multiple projectsProven 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