DGM-BD (Digital Power Services)

Key Responsibilities: -

1. DPIBS Business Development Ownership

• Drive opportunity generation & specification work to ensure order inflow growth for DPIBS services including modernization, spares, consulting, and lifecycle services.
• Identify and develop opportunities across installed base through:
• Modernization programs
• Power Quality (PQ) audits
• Energy optimization and digital upgrades
• Build and manage a strong funnel pipeline, ensuring conversion and closure discipline.
• Support creation of ROI-based value propositions and customer business cases.

1. Digital Business SPOC - Services

• Act as the single point of contact for digital services business (EcoStruxure, IoT, analytics, software subscriptions).
• Drive digital penetration across service offers, including:
• Predictive maintenance
• Remote monitoring solutions
• Asset performance management
• Collaborate with global/LoB teams to localize and deploy digital offerings.
• Promote digital adoption across sales, execution, and customer ecosystems

1. Customer Engagement & Solution Selling

• Build strong relationships with:
• End users (CXO to plant level)
• Consultants, EPCs, system integrators
• Lead technical-commercial discussions, presentations, and workshops.
• Position Schneider as a trusted digital and lifecycle services partner.
• Develop strategies to expand coverage of installed base and improve service penetration.

• Drive:
• AMC attachment
• Digital upgrades
• Cross-selling across Services portfolio

4. Cross-functional Collaboration

• Work closely with:
• Sales teams for closure and pull-through
• Tendering for solution shaping
• Operations for execution readiness
• Marketing for go-to-market initiatives
• Act as a bridge between technical teams and commercial teams. 6. Performance Management & Governance

• Own and deliver key KPIs:
• Order intake (OB) growth
• Funnel build & conversion ratio
• Digital revenue contribution
• AMC / recurring revenue growth
• Ensure forecast accuracy and reporting discipline.
• Lead structured reviews and data-driven decision making

5. Strategic Initiatives

• Identify new growth levers in:
• Digital transformation
• Sustainability and efficiency solutions
• Consulting-led pull-through opportunities
• Build scalable BD approaches aligned with Services transformation agenda.

Qualifications & Experience

Education

• B.Tech / BE (Electrical / Electronics / Power / Automation) - Mandatory
• MBA - Preferred (not mandatory)

Experience

• 10-12 years of experience in:
• Business Development / Sales
• Digital services / power systems / automation

• Experience in companies like:
• ABB
• Siemens
• Equivalent industrial/digital solution providers

Key Skills & Competencies

Functional Skills

• Strong understanding of:
• Power systems & Digital Power portfolio (DPIBS)
• IoT, digital services, analytics platforms
• Service lifecycle & recurring revenue models
• Ability to build technical + commercial value propositions

Business & Leadership Skills

• Strategic thinking with strong execution rigor
• Stakeholder management across multiple levels
• Strong negotiation and influencing skills
• Data-driven decision-making capability

Behavioral Competencies

• Customer-centric mindset
• High ownership and accountability
• Collaborative & cross-functional approach
• Agility in a dynamic, fast-paced environment

Success Metrics (Indicative KPIs)

• DPIBS Orders Growth (%)
• Digital Services Revenue Contribution (%)
• Funnel Coverage Ratio (3-5x pipeline)
• AMC / Recurring Revenue Growth
• Conversion Ratio & Forecast Accuracy
• Installed Base Coverage Expansion