Enterprise Key Account Manager

Schneider Electric; Gurugram District; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

Schneider Electric is seeking a Key Account Manager to spearhead technical sales with strategic accounts across India. You will develop and foster relationships with senior decision makers while leading complex solution sales across business units.

This role requires deep technical knowledge in data center and building automation segments, a track record of managing significant accounts, and the ability to effectively communicate solutions that provide business value.

Qualifications

• Demonstrated ability to manage and grow large accounts.
• Strong understanding of account management and customer sales channels.
• Ability to communicate complex solutions clearly to clients.

Responsibilities

• Develop relationships with key decision makers within accounts.
• Lead sales cycles from presales through execution.
• Build Strategic Account Plans and roll out across the region.

Skills

Technical sales experience

Account management

Relationship building with C-Level executives

Building automation knowledge

Education

Engineering / Master's degree

Job description

The Key Account Manager (KAM) is a significant technical sales leadership role managing relationships with nominated Country targeted, Multi-country targeted, and strategic accounts across India.

The KAM will develop strong relationships within existing named accounts, engaging senior decision makers up to C‑Level and key specifiers & contractors essential for the account’s DC construction activity.

Leading the selling of complex solutions across targeted accounts, the KAM will work seamlessly with country organizations and other divisions, building a committed network of sales and technical professionals to best address customer needs. The role includes ownership of large project pursuits, driving the sales cycle from presales through tendering and execution, and aligning internal and external partners.

The KAM is expected to sell the complete Schneider Electric portfolio, working across business units and divisions. Experience selling within a matrix organization and strong internal stakeholder management are essential.

In addition, the KAM must possess a deep understanding of the hyperscale data center and colocation segments, key technologies, and the market’s value chain. The position requires translating technical knowledge into business language and articulating it fluently within a client environment.

Key Responsibilities

• Develop relationships with key decision makers within nominated accounts 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

Engineering / Master's degree.

Equal Opportunity Statement

Schneider Electric aspires to be the most inclusive and caring company in the world, by providing equitable opportunities to everyone, everywhere, and ensuring all employees feel uniquely valued and safe to contribute their best. We mirror the diversity of the communities in which we operate, and ‘inclusion’ is one of our core values. We believe our differences make us stronger as a company and as individuals and we are committed to championing inclusivity in everything we do.

At Schneider Electric, we uphold the highest standards of ethics and compliance, and we believe that trust is a foundational value. Our Trust Charter is our Code of Conduct and demonstrates our commitment to ethics, safety, sustainability, quality and cybersecurity, underpinning every aspect of our business and our willingness to behave and respond respectfully and in good faith to all our stakeholders. You can find out more about our Trust Charter here.

Schneider Electric is an Equal Opportunity Employer. It is our policy to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct.