[Hiring] End User Automation Sales Executive @Schneider Electric

Role Description

The Industrial End User Automation Sales Executive is responsible for the establishment and maintenance of the sales relationship with each End User customer/prospect in their portfolio at every level from the (CxO) executive suite to departmental line managers. You will drive new business through the identification, development, negotiation, and closure of new agreements with prospects and customers, and participate in the subsequent maintenance of customer relationships. Target potential leads, qualify them, and lead the pursuit team in crafting and positioning the deal.

In this role, the Sales Executive drives indirect End User automation sales through better management of ecosystem (System Integrators, Process OEM, Consulting Engineers, EPCs), and Digital Services and Software as differentiators. You will leverage your industry and financial business knowledge to create demand and persuade through the development and presentation of compelling purchasing rationales. Product, Services, and Solutions will encompass all Schneider Electric EcoStruxure Plant offerings and range in scale from product sales to complex, multi-service, and multi-year partnerships. Specific new sales/revenue and profit margin targets are established annually by management.

• New business development via prospecting, qualifying, selling, and closing.
• Managing customer relationships through all phases of the sales cycle.
• Ensuring a smooth transition of new business from sales to delivery by System Integrators Partners.
• Coaching and mentoring partners’ delivery leaders on customer relationship management issues.
• Providing feedback on customer wants and needs to the Schneider Electric strategic portfolio function.
• Ensuring compliance with Schneider Electric sales processes and new business approval requirements.
• Coordinating the relationship between key customer personnel and Schneider Electric senior executives.
• Leading or coordinating global relationship management initiatives with other geographic units of Schneider Electric focused on the same customer.

Qualifications

• Undergraduate degree, preferably in Business, Engineering, Computer Science, or Economics.
• An MBA, graduate degree in Business, Engineering, Computer Science, Economics, or professional qualifications in Law or Finance are considered a major plus.
• 5+ years of complex, solution-selling sales experience into the Water/Wastewater market segment.
• Strong technical knowledge: Automation Systems and Solutions, PLC, PAC, Automation Controllers, CONTROLS, Drives, HMI, SCADA, MES, IoT solutions, Connected Devices.
• Experience in Solution Selling, Outcome-Based Selling, Customer-Centric Selling.
• Knowledgeable in Business Solutions and Manufacturing Applications, Smart Factories.
• 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.

Requirements

• Create and maintain a territory sales plan.
• Drive growth through collaboration with SE Automation distributors.
• Identify prospects and create entry strategies for each.
• Identify System Integrator partners with expertise in different segments/applications, who can deliver the solution to End User Customers.
• Utilize business and financial knowledge to create value propositions.
• Execute competitive sales tactics to win business.
• Coordinate deal crafting and positioning.
• Lead or participate in contract negotiations.
• Manage demand and qualify opportunities.

Benefits

• Medical (with member reward points), dental, vision, and basic life insurance.
• Benefit Bucks, flexible work arrangements, paid family leaves, well-being programs.
• 12 holidays per year, and 15 days of paid time off per year.
• Competitive pay and programs including base salary, incentives, company share ownership, and 401(k) with match.
• Support development through performance discussions, global opportunities, the Schneider Career Hub, and learning platforms like Coursera.
• Encouragement of collaboration, recognition, sharing your voice, and an inclusive workplace.
• Volunteer leave, programs with the Schneider Electric Foundation, youth education initiatives, and military leave benefits.