Strategic Key Accounts Manager - Data Center Engineer
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What you'll do
- Establish, Own, Execute continuously develop an agreed, sponsored commercial Account Plan that can meet the targets set accross Sales, Orders, Pipeline, Sales Product Mix, Margin/Profitability, and Contacts accross key functions and levels.
- Identify & build positive relations with all account decision makers & influencers who impact current or future business with Eaton.
- Identify, engage, secure revenue opportunities within assigned Account(s).
- Understand & capture clients challenges & requirements and resolve with reference to Eaton portfolio.
- Oversee and align the commercial and engineering response to tenders to client requirements.
- Oversee effective handover to post order project management, product services & customer support teams.
- Maintain oversight to all commercial related engagements for customer success/satisfaction and our performance as vendor.
- Be highly knowledgeable on clients business, commercial condition, structure, strategy, operations and challenges.
- Be highly knowledgeable on Eaton's Products, Services, General business, structure, strategy, operations.
- Know and report your account numbers.
- Provide all internal stakeholder and functional departments the account specific guidance and insights required so that they can execute their role and add value to the client.
- Build a multi-lane bridge between Eaton and the client organisation.
What they're looking for
- Bachelor's Degree in Electrical / Electronic, Mechatronics Engineering or equivalent.
- 8+ years of related experience in the data center business in a business growth/account management role
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
The primary goal is to advance Eaton in becoming the leading company in the data center industry by managing its reputation and sales into complex, multi country, mult product, data centre projects.
As part of the Data Centre Segment business growth team, the Strategic Key Accounts Manager - Data Center Engineer shall grow Eaton’s revenue within large international and National data centre operating companies. The individual is expected to identify and book profitable new business directly with theses clients. For the purpose of maintaining thier external client focus, the individual shall also function collaboratively internally with other regional and global account managers, central account support team, bid response team, business units, funtional units, segment marketing and country business growth organizations.
The individual will be responsible for the executing the data centre regional & global strategy at the client account level. In doing so he/she shall identify which accounts, consultants, and contractors can influence and unlock commercial opportuniites for EATON. The individual must have a thorough experience and a long track record (min 8 years) of success in the data centre industry.
In general the individual shall be assigned to a number of Accounts but occasionally may also find, or be assigned, to single opportunities of interest. The individual shall follow the segement defined processes for opportunity identification, qualification, client requirement analysis and value proposition creation and shall oversee the technical and commercial bid repsonse and the overall client tendering process.
To perform effectively the individual shall maintain sufficient market and competitor intelligence. he/she shall understand client and market primary trends and requirements and understand how competiton address them and how Eaton unquely and preferentially meets them.
To perform effectively the individual shall be highly profficient at communicating Eaton's differentiated value at company, product and service levels.
What you’ll do:
- Establish, Own, Execute continuously develop an agreed, sponsored commercial Account Plan that can meet the targets set accross
- a) Sales, Orders, Pipeline
d) Sales Product Mix
e) Margin/Profitability
f) Contacts accross key functions and levels - Identify & build positive relations with all account decision makers & influencers who impact current or future business with Eaton
- Identify, engage, secure revenue opportunities within assigned Account(s)
- Understand & capture clients challenges & requirements and resolve with reference to Eaton portfolio
- Oversee and align the commercial and engineering response to tenders to client requirements.
- Oversee effective handover to post order project management, product services & customer support teams
- Maintain oversight to all commercial related engagements for customer success/satisfaction and our performance as vendor
- Be highly knowledgeable on clients business, commercial condition, structure, strategy, operations and challenges. Be able to articulate this in terms of opportunity, growth, risk with respect to Eaton business
- Be highly knowledgeable on Eaton's Products, Services, General business, structure, strategy, operations. In order to articulate this in terms of value to clients business.
- Know and report your account numbers. Be continuously aware of targets and current business levels within the account for both 'year to date' and forecast for order intake & revenue information. Responsible for reporting the narrative & the numbers.
- Provide all internal stakeholder and functional departments the account specific guidance and insights required so that they can execute their role and add value to the client.
- Build a multi-lane bridge between Eaton and the client organisation. This may include R&D, Product Managers, BU Engineers, BDM, Marketing, PMO, Services, Sales Operations & Order Management, Supply Chain, Leadership & Executive Management.
Qualifications:
- Bachelor's Degree in Electrical / Electronic, Mechatronics Engineering or equivalent.
- 8+ years of related experience in the data center business in a business growth/account management role
Skills:
- Demonstrated ability to inspire and coordinate others. The position requires entrepreneurial spirit, high degree of customer affinity and a very strong to influence others. Strong technical and engineering presence.
- Demonstrable knowledge of data centre design and operations.
- Strong executive presence and ability to relate well as a peer to leaders of target customers
- Must be able to take a leadership role in managing complex situations
- Must be able to identify and implement new tools and processes
- Understand when to support, when to lead, when to listen and when to direct.
What we offer you:
- Being part of a company that has been in business for more than 100 years, is well known in the industry, and has a major impact on the energy industry
- Work in a company that is commitment to Inclusion & Diversity and Sustainability
- Annual mentoring program, Eaton University, a reward, and recognition system
- Ongoing Learning and Career Development Opportunities in a global company. Build your career and apply internally for our open positions worldwide
- Strong, agile and diverse team locally and globally
- Strong processes and state-of-the-art systems and tools
- Structured employee development processes, open feedback culture with development plans
- Detailed induction support and well-structured onboarding
- Balance your work and life with a hybrid worktime model
Company
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