Global Pursuit Leader - Rome, Italia - Schneider Electric Norge AS

Descrizione

Schneider Electric provides world class results by applying an array of products, services and solutions throughout our clients' process automation needs to deliver real, measurable performance improvements.

Schneider Electric hass some of the market's leading brands.

Foxboro produces intelligent field instrumentation, distributed control systems (DCS), and supervisory control and data acquisition (SCADA) systems which are well-respected throughout the world.

Our Triconex products are based on industry-leading Triple-Modular Redundant (TMR) industrial safety-shutdown technology for critical control and turbomachinery applications, while the AVEVA provides comprehensive enterprise asset management software (EAM) solutions.

AVEVA SimSci-Esscor is the leader in development and deployment of advanced plant and process simulation software and systems. In addition to this, Schneider Electric has vast portfolio of Electrification related solutions

The Schneider Electric Senior Global Pursuit Leader Pursuit Leader has overall responsibility for assigned pursuits and the executive relationship with the client.

The Pursuit Leader sets the strategic objectives and winning strategy for strategic pursuits and must leverage GMP team and processes to increase win probability and eventually win the pursuit.

It is the responsibility of the Pursuit Leader to collaborate with rest of GMP team, regional leadership team and sales teams covering customers at various locations to develop sales strategy, customer mapping, decision making process, timelines and mobilize internal resources to win strategic sales pursuits;

The Schneider Electric GMP Senior Global Pursuit Leader is responsible for driving key pursuits to closure and increasing Schneider Electric win rates on strategic pursuits.

Job essential functions include, but are not limited to, the following:
Involves in early phases of Prospect and Development of an opportunity.
With the other members of the Sales team, qualify opportunities against GMP guidelines
Utilize business and financial knowledge to create value propositions
Execute highly-developed, proven competitive sales tactics to win business
Coordinate deal crafting and positioning
Lead the contract negotiation process
Make presentations to promote Schneider Electric
Develop and maintain positive relationships with clients/potential clients, particularly at the executive C-suite level
Participate in the knowledge capture/management process
Work closely with the Sales Leaders and Client Sales Executive, joins them in customer meetings as required to ensure all elements of the order are addressed and documented
Develops a detailed pursuit milestone plan and manages it daily to ensure all tasks and activities are on track for completion by their assigned due dates
Works with the Bid Team to generate technical and commercial proposals in support of assigned opportunities including scope development, costing, pricing and terms, conditions negotiation/resolution, execution plans and creative solutions
Interface with clients, suppliers/partners, affiliates, and other Schneider Electric functional personnel, as needed to ensure the delivery of a thorough, professional proposal to the client
Arranges all GMP Reviews and ensures meeting materials are ready for review, and that all meeting attendees are on notice to attend these reviews as scheduled
Manage all Technical and Commercial Clarifications with team, ensuring all information are well documented
Provide regular updates to management on pursuit status.

Education:
Bachelor's degree preferred in Engineering, Business, Finance, or Economics. MBA preferred.

Experience:
Minimum 5 years of proven success in solutions sales
Past experience in closing deals of $5-10 Million in contract value
Ability to establish CXO level relationships and relate to C-suite executives in a consultative way, serving as a trusted partner
Experience working with an internal team throughout the sales process
Travel up to 50%
Significant experience and proven ability in one or more of the following fields:
Proven experience driving major sales pursuits within a sales organization at a major services organization
Strategic sales, relationship, and account management experience at a major services organization, preferably on a global basis
KNOWLEDGE /SKILLS

Knowledge and Professional Skills:
Management

–

Well developed management skills. Ability to assemble, direct, coach, motivate and coordinate pursuit teams, in different locations and from different parts of Schneider Electric and partner firms, engaged in multiple simultaneous sales initiatives
Process Automation Project/Program/Budgetary Management

–

A strong background and proven track record in the construction and management of complex large scale projects/programs/budgets for process automation services to or within large institutions
Industry and Technology Expertise

– A deep understanding of the impact of automation on a firm's business. Strong appreciation and understanding of key current and emerging technologies, third party solutions and packaged software applications of importance to the global markets.
Industry and Technology Insight

–

Strong appreciation and understanding of key current and emerging technologies, third party solutions and packaged software applications of importance to the global markets.

Partner management

– Strong partner management skills including inter-divisional, external business partner and supplier management skills in the services arena
Process Automation Services

– A strong knowledge and understanding of the predominant firms, products, services and solutions that are most important to large global firms. Insights into emerging players and key trends in the Process Automation marketplace.
Market Expertise

– Ability to understand and apply industry/market knowledge in client communications and dialog in terms of macro drivers, significant trends and strategic directions
Innovation

• Capacity for creativity regarding the design of technical, business and financial solutions; intellectually bright and openminded to diverse technical solutions; conversant in stateoftheart and industry technologies.

Personal Attributes:
Leadership


– Possesses key leadership attributes:
Strong personal conviction, vision, strong emotional bonds, inspirational, team orientated, risk taker, and driven to excel.
Stature and presence –

the ability to command the attention and respect of senior industry executives

.
Communication

• Strong communications skills, both written and oral. Ability to present at an executive level.

Planning

– Ability to develop, communicate and execute both tactical and strategic sales plans.
Cultural sensitivity

– Ability to bring together highly diverse teams to achieve superior results
Decisive–

appropriately pursues business objectives with a bias for action and getting things done. Able to handle technical challenges tactically as well as take strategic decisions
Judgment

– Ability to think and act independently and exhibit consistently sound business judgment and an action-oriented ability to take measured risks and take responsibility for the consequences.
Organized

– Works in a systematic and structured manner to ensure tasks are performed efficiently with a minimum use of resources, time or effort.
Team player -Being committed, dependable and reliable in collaboration, engaging and coordinate tasks well with other team members.
Change Resilient/Adaptable

– highly organized, disciplined, and handles complex, ambiguous, or stressful situations in a calm, professional manner.
Let us learn about you Apply today.
Why us?
Schneider Electric is leading the digital transformation of energy management and automation. Our technologies enable the world to use energy in a safe, efficient and sustainable manner. We strive to promote a global economy that is both ecologically viable and highly productive.
€25.7bn global revenue
employees in 100+ countries
45% of revenue from IoT
5% of revenue devoted for R&D
You must submit an online application to be considered for any position with us. This position will be posted until filled
It is the policy of Schneider Electricto provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct


Concerning agencies:
Schneider Electric does not accept unsolicited resumes and will not be responsible for fees related to such.

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