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For our Data Centre Segment regional Sales team we are looking for a Data Centre Strategic Accounts Manager who shall grow EATON's revenue within large international Data Centre operating companies.
The person is expected to identify and book profitable new business directly with these clients. For the purpose of maintaining external client focus, the person shall also function collaboratively internally with other regional and global account managers, central account support team, bid response team, business units, functional units, segment marketing and country sales organizations.
The person will be responsible for the executing the Data Centre regional & global strategy at the client account level. In doing so, they shall identify which accounts, consultants, and contractors can influence and unlock commercial opportunities for EATON. The individual must have a thorough experience and a track record of success in the Data Centre industry.
In general, the person shall be assigned to a number of Accounts but occasionally may also find, or be assigned, to single opportunities of interest.
The person shall follow the segment defined processes for opportunity identification, qualification, client requirement analysis and value proposition creation. The person shall oversee the technical and commercial bid response and the overall client tendering process.
To perform effectively, the person shall maintain sufficient market and competitor intelligence. They shall understand client and market primary trends and requirements and understand how competition address them and how Eaton uniquely and preferentially meets them.
Also, the person shall be highly proficient at communicating EATON's differentiated value at company, product and service levels.
Location: remote for Greater London Area
Responsibilities:
- Establish, Own, Execute continuously develop an agreed, sponsored commercial Account Plan that can meet the targets set across:
- Sales, Orders, Pipeline
- Sales Product Mix
- Margin/Profitability
- Contacts across key functions and levels
- Identify & build positive relations with all account decision makers & influencers who impact current or future business with Eaton
- Understand in-depth & be able to articulate the client buying process
- 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
- Finalize commercial process and secure purchase orders and framework agreements
- 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
- 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 an effective advocate and communicator of the benefits in supporting your assigned accounts, within Eaton organization
- 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
- Collaborate effectively with other sales and stakeholders at function, country, region and global level. To both gain and provide support so others can function and meet their responsibilities to the account
- 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 organization. This may include R&D, Product Managers, BU Engineers, BDM, Marketing, PMO, Services, Sales Operations & Order Management, Supply Chain, Leadership & Executive Management
- Request & Support marketing campaigns (ABM) & activity that can grow Eaton to Client relations and business
Qualifications:- Bachelor's Degree or Higher Diploma in Science or Engineering or equivalent Data Centre industry experience
- Relevant experience in the Data Centre business is required
- Demonstrated ability to inspire and coordinate others as the position requires entrepreneurial spirit, high degree of customer affinity and a very strong to influence others
- Demonstrable knowledge of Data Centre design and operations, a technical and engineering presence is preferred
- Able to relate well as a peer to Leaders of target customers
- Knowledgeable on how to identify and implement new tools and processes
- A well rounded professional who knows When to support, When to lead, When to Listen and When to Direct
What we offer:
- Competitive compensation and benefits package
- Challenging projects in dynamic collaborative team
- Flexible working solutions (remote, flexible working hours, compressed week, part time etc.)
- We make your aspirations matter - Eaton encourages internal promotion, whenever possible
- We make your growth matter - We invest in our employees for the long term - not just with salary and benefits, but with ongoing learning and development opportunities made available through Eaton University
- We make your contributions matter - reliability, safety, efficiency, and sustainability are at the core of our dedication to improving people's lives and the environment through power management technologies
- We make your wellbeing matter - We put your health and safety first. Wellness at Eaton is more than a program, it's about changing the environment by offering the right tools to help empower employees to make that happen
We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.
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