Services Anglophone Channel Manager

Schneider’s Purpose: To create IMPACT by empowering all to make the most of our energy and resources, bridging progress and sustainability. At Schneider, we call it 'Life Is On.'

Our Mission: To be a trusted partner in sustainability and efficiency.

Our Renewed Purpose: Highlights our commitment to creating a lasting impact while upholding our promise to maximize the use of our energy and resources, bridging progress and sustainability for all.

We are a global industrial technology leader, bringing world-leading expertise in electrification, automation, and digitization to smart industries, resilient infrastructure, future-proof data centres, intelligent buildings, and intuitive homes. Anchored by our deep domain expertise, we provide integrated, end-to-end AI-enabled Industrial IoT solutions, featuring connected products, automation, software, and services, that deliver digital twins to enable profitable growth for our customers.

We are a people company with an ecosystem of 168,000 colleagues and over a million partners operating in more than 100 countries, ensuring proximity to our customers and stakeholders. We embrace diversity and inclusion in everything we do, guided by our meaningful purpose of a sustainable future for all.

Your Mission:

Working in a team environment, the Services Channel Sales Manager, based in Johannesburg and supporting Anglophone regions, is responsible for achieving target revenue, margin, and growth order targets through services channel partners. This role aligns with the Global Channel strategy for a country or group of countries. It involves collaboration with the country/cluster Services Partner Program Marketing Leader and the Services Business Unit Deployment Channel Leader, in coordination with the Business Unit/Country Channel leaders.

The Services Channel Sales Manager executes all sales actions with assigned channels to develop a profitable business with them on the accounts they cover or where they are the opportunity leader.

Your Role – Magic happens when you bring great people together!

1. Implementation of the local Services channel strategy in a country or group of countries, in line with global strategy recommendations and the country marketing support.
2. Identification and contact potential customers or prospects, either existing or new, and select an appropriate channel profile as a leader, in collaboration with BU.
3. Establishment of revenue/margin growth targets with the selected channel partners.
4. Annual Achievement of FS revenue and growth targets for the list of End users delegated to their partner's portfolio and for Preferred partners or BAU partners where he/she is in charge.
5. Support the development of partners' skills & capabilities to support our offers and use our opportunity management tool (BFO or PRM) to monitor the pipeline.
6. Securing end-users' customer satisfaction, overseeing all ongoing channel activities with the customer (orders, delivery, credit, rebates).
7. Utilization of CRM & digital tools ecosystem for our partners: BFO (Salesforce.com) for sales funnel management & My Schneider opportunities.
8. Accountable for Time to quote and quality of our partner commercial proposal with ISSR and tender support.
9. Define Sales & Marketing automation campaign with marketing and support ISSR, who lead this action.
10. Provide monthly forecasts and quarterly vision for BR.
11. Animate their partner's portfolio (reviews with channel partners, join end-users' visits, partners' visits, trade/fair, events) with 60/70% Facing time with 70% on partner sites and 30% on EU sites to coach partners for new tools/offers and consultative deals.
12. Manage escalation and conflicts on the field.
13. Boost the Digitalization of our partners.

Contribute To:

1. Market awareness (channel country landscape, offer, trends & price).
2. Inform our delegated end-users that certified partners are making this handover.
3. 3-year business plan with BU/Country Channel leader counterpart.
4. Prepare sales quotations and proposals with the quotation team, in respect of the expected margin, and ensure that the tender team is prioritised to visit customers.
5. Partners platforming and proactively proposes new partners to optimize coverage.

Main interactions:

Internal: Services team: OSSR Sales Team, tendering, FSVP, Inside services sales, FS marketing Partner Program Leader – Services BU deployment leader and program team.

External: EU Customers “delegated” to partners, Certified Partners.

Key Success Factors:

1. Alignment with FS VP/BU on prioritization of opportunities and recognition of FS revenue.
2. Close collaboration and relationship with BU/Country Channel Leaders.
3. Good working relationship and regular coordination with all Account Managers (incl. SAE) for opportunities identification and support.
4. Clear assignment of Partners on a clear playground (EU lists, segments, geo.).
5. A solid financial reporting and tracking of partners' performance.
6. Clear pricing policy.

Qualifications

1. BSc. in an Engineering or relevant technical field.
2. Min 5 years work experience in channel or “intermediaries” business when dealing with EU (Power services especially).
3. Minimum 5 years of Experience in Services and technical sales experience.
4. Excellent verbal and written communication skills, including C-level customers.
5. Matrix management and collaboration skills.
6. Capabilities to influence and convince inside/outside.
7. Ability to build a sustainable and reliable relationship with the certified partners and the customers.
8. Thorough knowledge of Schneider Electric services offered throughout the Asset Management Life Cycle of the product.
9. Proficient in Microsoft Office suite and ERP/CRM related tools.
10. Excellent organizational skills.
11. Relevant technical bachelor’s degree in engineering.

Why us?

At Schneider Electric, we're committed to creating a workplace that gives you not just a job but a meaningful purpose in joining our mission to use energy and efficiency to enable life, progress, and sustainability for all. Our values and behaviors are the foundation for creating a great culture to support business success. We believe that our IMPACT values – Inclusion, Mastery, Purpose, Action, Curiosity, Teamwork – starts with us.

We believe in empowering our team members to reach their full potential and foster a sense of ownership in their work.

We embrace inclusion as a fundamental value, ensuring every voice is heard and valued. We value differences and welcome people from all walks of life. We believe in equal opportunities for everyone, everywhere.

If you want to be part of a company where your contributions truly matter, where you are empowered to make a difference and where inclusivity is valued, we would love to hear from you.

Discover your Meaningful, Inclusive and Empowered career at Schneider Electric.

#LI-BB1

Schedule: Full-time

Req: 009AUX