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Ecosystem Sales Executive (end user) at Schneider Electric USA, Inc

Posted in General Business 30+ days ago.

Type: Full-Time
Location: Miami, Florida





Job Description:

Schneider Electric™creates connected technologies that reshape industries, transform cities and enrich lives. Our 144,000 employees thrive in more than 100 countries. From the simplest of switches to complex operational systems, our technology, software and services improve the way our customers manage and automate their operations.Help us deliver solutions that ensure Life Is On everywhere, for everyone and at every moment: https://youtu.be/NlLJMv1Y7Hk .

Great people make Schneider Electric a great company.

What do you get to do in this position?

Responsibilities

The End User Ecosystem Sales Executive is responsible for the establishment and maintenance of the sales relationship with identified system integrators and other specifying partners in their territory at every level. Drives new business to, and through, these partners by identifying, developing, negotiating, and closing new agreements. These agreements may be with the end user, the system integrator partner, or any other member of the project delivery ecosystem; the key being that the business is being driven by and through the engaged partners. They target potential leads, qualify them, and support the SI pursuit team in crafting and positioning the deal. Drives indirect End User automation sales through better management of ecosystem (System Integrators, Process OEM, Automation Distributors, Consulting Engineers, EPCs....), leveraging Schneider Electric Digital services and Software as differentiators. To this end, they leverage their industry and financial business knowledge to create demand and persuade through the development and presentation of compelling purchasing rationales. While the focus will be on product solutions sold and delivered by our system integrator partners, Product, Services and Solution agreements will encompass all Schneider Electric EcoStruxure Plant offerings and may range in scale from product sales to complex, multi-service, multi-year and global partnerships. Specific new sales/revenue and profit margin targets are established annually by management.

1. Coaching partner's sales and delivery leaders on client relationship management issues

2. Developing influential relationships at key specifying engineers in the territory and persuading them to incorporate Schneider Electric solutions and technologies in their designs and bid documents

3. Working collaboratively with personnel across Schneider Electric including, but not limited to consulting engineering specialists, systems architecture engineer, end user automation sales, and channel management roles, to drive new business.

4. Smooth transition of new business from sales to delivery by System Integrators /Alliance Partners

5. Providing feedback on partner wants and needs to the Schneider Electric strategic portfolio function

6. Ensuring compliance with Schneider Electric sales processes and business approval requirements

7. Coordinating relationships between key partner personnel and Schneider Electric senior executives

8. Leading or coordinating relationship management initiatives with other geographic units of Schneider Electric focused on the same partner.

The End user Ecosystem Sales Executive also shares industry, deal, and sales best-practice knowledge with the Schneider Electric sales community and may mentor and coach other Sales Executives.

Job Essential Functions

End User Ecosystem Sales Executives are responsible for managing the entire sales process from identifying prospects, influencing the specification to negotiating contracts. Other job essential functions include, but are not limited to, the following:

1. Create and maintain territory sales plan

  • Drive growth through collaboration with system integrators, specifiers, and SE Automation distributors

    2. Identify System Integrator partners with expertise in different segments/applications, who can influence specifications and deliver solutions to End User Customers.


    3. Identify prospective end users not already on End User target lists and create entry strategies for each


    4. Utilize business and financial knowledge to create value propositions


    5. Execute competitive sales tactics to win business


    6. Coordinate deal crafting and positioning


    7. Participate in contract negotiations


    8. Manage demand and qualify opportunities


    This job might be for you if:


    Education:


    Undergraduate degree, preferably in Business, Engineering, Computer Science, or Economics. An MBA, graduate degree in Business, Engineering, Computer Science, Economics or Engineering or professional qualifications in Law or Finance are considered a major plus.


    Experience:



  • 5 years of complex, solution selling sales experience in manufacturing facilities (e.g. Consumer Packaged Goods (CPG) including Food & Beverage/ Life Sciences / Personal Care, Water /Waste Water, Metals Mining & Minerals).


  • Strong technical knowledge: Automation Systems and Solutions, PLC, CONTROLS, Drives, HMI, SCADA, MES


  • Experience in Solution Selling


  • Knowledgeable of Business Solutions and Manufacturing Applications


  • Ability to establish CXO level relationships


  • Track record of meeting/exceeding yearly quota


  • Experience in business transformation solutions


  • Capability to understand MES and Control Architecture Systems, the value they bring to the industry and prospects

    We seek out and reward people for being straightforward, open, passionate, effective and challenging the status quo. We want our employees to reflect the diversity of the communities in which we operate. We welcome people as they are, creating an inclusive culture where all forms of diversity are seen as a real value for the company. We're looking for people with a passion for success - on the job and beyond. See what our people have to say about working for Schneider Electric: https://youtu.be/6D2Av1uUrzY .


    Let us learn about you! Apply today.


    You must submit an online application to be considered for any position with us. This position will be posted until filled.


    It is the policy of Schneider Electric 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.


    Concerning agencies: Schneider Electric does not accept unsolicited resumes and will not be responsible for fees related to such.


    Schneider Electric is an Equal Opportunity Employer Minorities/Women/Veterans/Disabled.






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