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We are a people company with an ecosystem of 168,000 colleagues and more than a million partners operating in over 100 countries to ensure 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\:
We are thrilled to announce a brand-new career opportunity for a Sales Head, Digital Grid based in Johannesburg. This pivotal role will support our expanding Digital Grid business across Anglophone Africa. The successful candidate will be involved in developing.
The Schneider Electric Digital Grid suite of solutions includes\: Advanced Distribution Management System (ADMS), Distributed Energy Management Systems (DERMS), Geographic Information Systems (GIS), Smart Metering Systems (HES/MDM/LVA), Advanced Gas Management System (AGMS), Virtual Power Plant (VPP) and Demand Response Management Solutions.
The role requires strategic cooperation with Schneider Electric's regional Power & Grid segment leaders, local sales teams, HUB teams, and other key stakeholders (such as Marketing, Legal, and Contract Management) to create a robust pipeline of opportunities and promote the Digital Grid Solutions business. Success will depend on active collaboration with in-country teams and local partners to grow existing business with installed base customers and initiate new customer connections, thereby expanding the market share of EcoStruxure Grid, including service offers, cybersecurity, IT/OT convergence, asset management, and partner offer implementation.
The successful candidate will play a crucial role in growing the business by driving the overall Schneider Electric offers in the Power & Grid segment to build comprehensive EcoStruxure Solutions, incorporating Digital Grid feeder automation, metering, LV Analytics, and more. This will create significant opportunities for utilities and new players in the energy industry. Building strong partnership strategies and having an in-depth understanding of the regulatory and political environment applicable to the utility industry will be essential pillars of your growth strategy.
Your Role – Magic happens when you bring great people together
Drive pipeline development & management within targeted accounts through dedicated support to FO in Anglophone Africa\:
· Efficiently manage the pipeline through the Customer Project Process.
· Lead Pipeline review. Coordinate and have a handshake with local country/cluster teams in customer platforming, targeting and account planning.
· Make a clear distinction between Software, Annual Recurring Revenue and Services, and push for more Software and ARR.
· Cooperate with all stakeholders in a given geography to have support in the preselling, tendering and execution phases of the opportunity. Act as one team with utility salespeople in each country.
· Coach Power Systems BU heads or Schneider Electric country presidents (sales forces) in pitching and selling Digital Grid.
· Lead specific initiatives with key accounts.
· Act as opportunity leader of his given geography and accounts.
· Map, assess and target key utilities in digital transformation.
· Lead demand creation plan at key targeted utilities\:
- Pitch initial value proposition at C- level.
- Build the business case for C-Level and operation management.
- Lead innovation workshops sponsored by C-level.
- Identify opportunities to sell Contribute solutions
- Prescribe solutions
Improve hit rates and secure order intake\:
· Ensure that a successful Commercial strategy is defined and implemented for Analytics Opportunities\:
o Select the most competitive execution setup.
o Validate potential partnerships.
o Finalize differentiating value proposition.
o Validate the offer and confirm potential deviations.
o Define price target in coordination with Solution Architects and Lines of Business
· Coaching of in-country teams and key stakeholders (structure way to tackle relationship mapping of our customer’s Decision Makers).
· Be an opportunity leader for targeted projects.
· Close deals
Contribute to the worldwide Commercial Digital Grid team\:
· Share new business cases with the Digital Grid Sales team and competition moves.
· Attend training about new solutions (value prop, pricing, positioning).
· Be the primary contact of the Marketing team for the regional initiative.
Reporting\: Solid Line to MEA Digital Grid Sales VP
KPIs\:
· Order intake.
· Pipeline Growth and Hit Rate.
· Order split between ARR, Software and Services.
· Demand creation at targeted accounts\:
o Number of C-level meetings and innovation Workshops.
o Pipeline generated by targeted accounts
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