Working in a team environment, the FS Channel Sales Leader is accountable for achieving services target revenue, margin and growth orders targets through Services channel partners, in line with the Global Channel strategy and AMSP GFS , for a country or a group of countries. He/she works in collaboration with country/cluster FS Partner Program marketing Leader, Services BU Deployment Channel leader in alignment with the BU/Country Channel leaders. He/She deploys all sales actions with assigned channels in order to develop a profitable business with them on the accounts covered by him or where he is opportunity leaders as well. Main responsibilities: · Accountable for: Account management Act as a V2 in channel & partners account teams to develop services orders/sales & margin according to Services country ambition for partners & channel play Define partners account sales plan for services for his/ her list of accounts Implementation of the local Services channel ambition in a country or group of countries, in line with Services channel marketing recommendations and GFS support Identification, select and contact potential services partners or prospects, either existing or new, in collaboration with BU and by using matrix selection defined by GFS and work hands in hands with “V1” Present the program to “candidates” and define targets for “certified” play Establishment of revenue/margin growth targets with the selected channel partners and and get target letters Sign agreements and program in full compliance with signature rights/DOA, either for “Certified” partners (Eco Xperts power services.) or frame agreements with FM/Distributors Annual Achievement of FS revenue and growth targets for the list of End users delegated to his partners portfolio and for Prefered partners or BAU partners where he is in charge Securing end-users customer satisfaction overseeing all ongoing channel activities with the customer (orders, delivery, credit , rebates..) Define triggers to manage offers mixt and control bonus/rebates achievement Provide monthly forecasts and quarterly vision for BR Animate his partners 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 Manage escalation and conflicts on the field Manage partner life cycle, termination contract or renewal as well as software allocation, payement and renewal (tuner, maint, on-site, EPC/BTM..) Control growth for EU delegated to partners in BFO on top of growth delivered by partners on his “own” accounts Digital & Transactionalization Partner Transformation in the field Is fully comfortable with digital enablers for partners to promote, coach them and on board them (tracking tools, Seamless , My Sch oppties..) Support the development of partners skills & capabilities to support our offers and use our opportunity management tool (BFO or PRM) to monitor pipe Utilization of CRM & digital tools ecosystem for our partners: BFO (Salesforce.com) for sales funnel management, My Schneider opportunities, Seamless, IB2diag…. IB tracking progress for his End users lists and IB overall through his partners portfolio (need to master the IB tool) Define DOF campaign with marketing and support ISSR who lead this action and control the achievement Partners & Channel skills management Train and coach our partners on sales pitchs, promotion for all our offers and new digital offers Transform Partner Dna to handle circular economy challenges in services For execution, secure partners training in compliance with GFS academy rules, tracking, refresh and control that all tools and process are defined and applied for a strict end to end application Contribute to o Market awareness (channel country landscape, offer, trends, price…) and sensor of market innovation trends o Communicate to our “delegated” End users, this handover by certified partners o Contribute to 3 year business plan with BU/Country Channel leader counterpart o Animate Time to quote and quality of our partner commercial proposal with ISSR and tender support o Marketing program localization led by marketing o Partners plateforming and proactively propose new partners to optimize coverage o GFS innovation plan Main interactions: Internal: Services team Country/Zone/Cluster Services team: OSSR Sales Team, tendering, FSVP, Inside services sales, FS mktg Partner Program Leader – Services BU deployment leader and program team Country ecosystem: Power parters BU/SPC BU Channel teams/Indus BU: BU/Country marketing Channel leaders, Business developers, V1 account managers , segment leaders GFS team: Deploy leaders, Program, Lob External: Certified Partners or intermediaries, EU Customers “delegated” to partners, influencers like insurance companie Key Success Factors: Alignment with FS VP/BU on prioritization of opportunities and recognition of FS revenue Close collaboration and relationship with BU/Country Channel Leaders, V1i partner selection and management Deliver results and pipe Digital & transactionalization transformation Clear assignment of Partners on a clear playground (EU lists, segments, geo..) A solid financial reporting and tracking of partners performance Clear pricing policy aligned with personae practice in countries inside SE Education and Skills: · Min 5 years work experience in channel or “intermediaries” business when dealing with EU (Power services especially) · Min 5 y Experience in Services and technical sales experience · Excellent verbal and written communication skills including C-level Partners · Matrix management and collaboration skills · Capabilities to influence, convince inside/outside · Ability to build a sustainable and reliable relationship with the certified partners and the customers. · Thorough knowledge of Schneider Electric services offers throughout the Asset Management Life Cycle of the product. · Proficient in Microsoft Office suite and ERP/CRM related tools, Seamless. Excellent organizational skills. What's in it for you: Ownership of a dynamic client portfolio with the autonomy to drive strategic relationships Performance-based culture that rewards success and achievement Opportunity to work with cutting-edge service solutions and technologies Professional development and growth in a customer-centric environment Access to comprehensive tools and resources to support your success Let us learn about you! Apply today. Looking to make an IMPACT with your career? When you are thinking about joining a new team, culture matters. At Schneider Electric, 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. IMPACT is also your invitation to join Schneider Electric where you can contribute to turning sustainability ambition into actions, no matter what role you play. It is a call to connect your career with the ambition of achieving a more resilient, efficient, and sustainable world. We are looking for IMPACT Makers; exceptional people who turn sustainability ambitions into actions at the intersection of automation, electrification, and digitization. We celebrate IMPACT Makers and believe everyone has the potential to be one. Become an IMPACT Maker with Schneider Electric – apply today! €36 billion global revenue +13% organic growth 150 000+ employees in 100+ countries #1 on the Global 100 World’s most sustainable corporations You must submit an online application to be considered for any position with us. This position will be posted until filled. 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. 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Working in a team environment, the FS Channel Sales Leader is accountable for achieving services target revenue, margin and growth orders targets through Services channel partners, in line with the Global Channel strategy and AMSP GFS , for a country or a group of countries. He/she works in collaboration with country/cluster FS Partner Program marketing Leader, Services BU Deployment Channel leader in alignment with the BU/Country Channel leaders. He/She deploys all sales actions with assigned channels in order to develop a profitable business with them on the accounts covered by him or where he is opportunity leaders as well. Main responsibilities: · Accountable for: Account management Act as a V2 in channel & partners account teams to develop services orders/sales & margin according to Services country ambition for partners & channel play Define partners account sales plan for services for his/ her list of accounts Implementation of the local Services channel ambition in a country or group of countries, in line with Services channel marketing recommendations and GFS support Identification, select and contact potential services partners or prospects, either existing or new, in collaboration with BU and by using matrix selection defined by GFS and work hands in hands with “V1” Present the program to “candidates” and define targets for “certified” play Establishment of revenue/margin growth targets with the selected channel partners and and get target letters Sign agreements and program in full compliance with signature rights/DOA, either for “Certified” partners (Eco Xperts power services.) or frame agreements with FM/Distributors Annual Achievement of FS revenue and growth targets for the list of End users delegated to his partners portfolio and for Prefered partners or BAU partners where he is in charge Securing end-users customer satisfaction overseeing all ongoing channel activities with the customer (orders, delivery, credit , rebates..) Define triggers to manage offers mixt and control bonus/rebates achievement Provide monthly forecasts and quarterly vision for BR Animate his partners 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 Manage escalation and conflicts on the field Manage partner life cycle, termination contract or renewal as well as software allocation, payement and renewal (tuner, maint, on-site, EPC/BTM..) Control growth for EU delegated to partners in BFO on top of growth delivered by partners on his “own” accounts Digital & Transactionalization Partner Transformation in the field Is fully comfortable with digital enablers for partners to promote, coach them and on board them (tracking tools, Seamless , My Sch oppties..) Support the development of partners skills & capabilities to support our offers and use our opportunity management tool (BFO or PRM) to monitor pipe Utilization of CRM & digital tools ecosystem for our partners: BFO (Salesforce.com) for sales funnel management, My Schneider opportunities, Seamless, IB2diag…. IB tracking progress for his End users lists and IB overall through his partners portfolio (need to master the IB tool) Define DOF campaign with marketing and support ISSR who lead this action and control the achievement Partners & Channel skills management Train and coach our partners on sales pitchs, promotion for all our offers and new digital offers Transform Partner Dna to handle circular economy challenges in services For execution, secure partners training in compliance with GFS academy rules, tracking, refresh and control that all tools and process are defined and applied for a strict end to end application Contribute to o Market awareness (channel country landscape, offer, trends, price…) and sensor of market innovation trends o Communicate to our “delegated” End users, this handover by certified partners o Contribute to 3 year business plan with BU/Country Channel leader counterpart o Animate Time to quote and quality of our partner commercial proposal with ISSR and tender support o Marketing program localization led by marketing o Partners plateforming and proactively propose new partners to optimize coverage o GFS innovation plan Main interactions: Internal: Services team Country/Zone/Cluster Services team: OSSR Sales Team, tendering, FSVP, Inside services sales, FS mktg Partner Program Leader – Services BU deployment leader and program team Country ecosystem: Power parters BU/SPC BU Channel teams/Indus BU: BU/Country marketing Channel leaders, Business developers, V1 account managers , segment leaders GFS team: Deploy leaders, Program, Lob External: Certified Partners or intermediaries, EU Customers “delegated” to partners, influencers like insurance companie Key Success Factors: Alignment with FS VP/BU on prioritization of opportunities and recognition of FS revenue Close collaboration and relationship with BU/Country Channel Leaders, V1i partner selection and management Deliver results and pipe Digital & transactionalization transformation Clear assignment of Partners on a clear playground (EU lists, segments, geo..) A solid financial reporting and tracking of partners performance Clear pricing policy aligned with personae practice in countries inside SE Education and Skills: · Min 5 years work experience in channel or “intermediaries” business when dealing with EU (Power services especially) · Min 5 y Experience in Services and technical sales experience · Excellent verbal and written communication skills including C-level Partners · Matrix management and collaboration skills · Capabilities to influence, convince inside/outside · Ability to build a sustainable and reliable relationship with the certified partners and the customers. · Thorough knowledge of Schneider Electric services offers throughout the Asset Management Life Cycle of the product. · Proficient in Microsoft Office suite and ERP/CRM related tools, Seamless. Excellent organizational skills.
What's in it for you: Ownership of a dynamic client portfolio with the autonomy to drive strategic relationships Performance-based culture that rewards success and achievement Opportunity to work with cutting-edge service solutions and technologies Professional development and growth in a customer-centric environment Access to comprehensive tools and resources to support your success Let us learn about you! Apply today.