Services Solution Architect

1 month ago

Coffeyville, United States Schneider Electric Full time
Schneider Electric has an opportunity for a Services Solution Architect / Life Cycle Manager (LCM) to build a strong operational value proposition with key customers in the Cloud and Service Provider Segment for our Global Field Services organization. The LCM's strategy is designed to engage our customer's leadership and bring value by identifying services and solutions that will ensure safe, cybersecure, reliable, connected and energy efficient operations of equipment and assets in their operational environment.

The LCM will not only consult but also provide recommendations and strategies for addressing challenges and expanding the lifecycle and value of equipment and assets. Working with Segment teams, Strategic Account Executives, Country Services V2, the LCM will qualify, develop, and manage opportunities as defined in the Life Cycle Management Strategy. This individual will have direct client interaction as well as lead the existing sales teams in service offer pursuits.

What will you do?

Commercial
  • Combine consultative selling, solution selling, digital solution architecture and business case approaches to create an organization-wide adoption of the needed changes and investments.
  • Take ownership of opportunity creation and develop them to close. Identify which opportunities are likely to be valuable for the customer and profitable for Schneider Electric.
  • Collaborate with accounts owners, sales leaders, segment leads to develop C-Level relationship with key stakeholders of their portfolio of accounts.
  • Understand the customer needs and pain points, translating them to SE world and building an adhoc value proposition by combining the standard offers. If no standard offer if available, the LCM should involve the incubation team form the LOB to help him/her built an appropriate solution.
  • The LCM should have a strong knowledge of the segment while being able to connect Schneider offers and values that the customer requires.
  • Manage after sales customer success and develop new opportunities to extend the sales scope.
  • Collaborate with account owners and sales leaders, developing account business plans and engagement strategies. Defining actions plans with assigned accountability.

Business Development
  • Expand and leverage client executives (C-level) and senior management relationships to gain an understanding of clients' business and operational objectives, drivers, and challenges for asset management.
  • Utilizing subject matter expertise, engaging in key discussions and workshops to address challenges regarding asset management and proper life cycle management.
  • Support SAE or Services V2 in a multiyear Customer Operations focused business plans, in collaboration with Zone Services VP, Country FS teams and Segment team, to develop Consulting Services in the related segment.
  • Work with account owners to ensure opportunity pipeline is converted to orders. Follow up through related reporting & dashboards. All "for fee" engagement and pull-through should be captured in BFO.
  • Develop relationships with key Operations stakeholders at global or regional level to support the integration of digital solutions and services into their site project / specs.

Solutions and Services Management
  • Develop innovative solutions with defined business value by leveraging offerings from multiple LoBs and internal / 3 rd party solutions.
  • Create design/deploy/manage strategies for these solutions/services aligned to client needs
  • Conduct business and operational studies/assessments to create business value opportunities
  • Develop business value propositions and quantified benefits to assist clients with project justification
  • Lead upskilling of existing field services teams to provide advanced cyber solutions
  • Lead 'voice of the customer' sessions with C&SP customers to create fleet-wide cybersecurity solutions
  • Deploy & execute, through Regional Service Organization operational structure, strategy, global and local opportunities management to meet expected Service business consistency and performance across sites, countries, zones.

Thought Leadership
  • Expand participation in the Data Center of the Future program, covering cybersecurity and cloud connectivity
  • Connect SE sellers to the IT Leadership side of their customers (who heavily influence connected solutions and services adoption)
  • Act as spokesperson for digital solutions and services in the segment, working with customers as a trusted advisor.

The potential candidate shall also demonstrate certain skills to deliver quality results within set timeframes, including:
  • Strategic Account management skills at a local, regional, and global level
  • Ability to build a sustainable and reliable relationship with customers across all levels of seniority. The concept of Customer Intimacy is critical in Services.
  • Strong communication skills to translate LCM data into customer relevant proposals
  • Digital acumen - translating Digital Solutions into operational efficiency
  • Excellent verbal and written communication skills including C-level customers
  • Thorough knowledge of Schneider Electric Services offers throughout the Asset Management Life Cycle of the product. Good knowledge of power, secure power, building management, and industry systems.
  • Proficient in Microsoft Office suite and ERP/CRM related tools. BFO usage.
  • Excellent organizational skills.
  • Ability to leverage technology for communications and managing own performance
  • Business Developer - Proven track record in growing consulting businesses
  • Segment Expert - At least >4 years or more of relevant segment experience
  • Team Player - Passionate and dynamic leader with the energy and ability to obtain alignment and work effectively across a complex, global matrix organization
  • Team Builder - Strong People skills to build an impactful multi-function team
  • Role Model - Demonstrates strong personal leadership in line with Schneider Electric values: Passion, Openness, Straightforward, Effective and Challenging


Qualifications:
  • Bachelor of Science degree in engineering, engineering technology, computer science, information systems, or related degree.
  • 8-10 years experience developing, executing, and managing solutions and services sales strategies and pipeline with global strategic customers
  • 6+ years of project/services solution development/sales
  • Possess strong organizational skills and attention to detail
  • Knowledge of Services tools: bFO, IB Intel, Account Cockpit, AMSP
  • Possess strong communications skills, verbal and written
  • Possess strong interpersonal skills with the ability to manage multiple projects
  • Proven track record of collaborating with Sales Account Managers, Technical Account Managers and Client Managers and coaching them on how to win.
  • Strong ability to influence business units, teams and resources that you do not own.
  • Know how to successfully navigate complex organizations, give executive presentations and build executive relationships.
  • Solid technical background that will allow the candidate to develop and deliver a set of netted solutions specifically designed to meet client needs.
  • Digital/Process Automation industry knowledge that translates solutions into value-based selling

Let us learn about you Apply today.

You must submit an online application to be considered for any position with us. This position will be posted until filled.

Why us?

At Schneider Electric we're committed to creating a workplace that gives you not just a job but a meaningful purpose in joining our mission to bring energy and efficiency to enable life, progress and sustainability for all.

We believe in e mpowering our team members to reach their full potential, fostering a sense of ownership in their work.

We embrace inclusion as a fundamental value, ensuring that every voice is heard and valued. We value differences, and welcome people from all walks of life. We believe in equal opportunities for everyone, everywhere.

If you want to be part of a company where your contributions truly matter, where you are empowered to make a difference and where inclusivity is valued, we would love to hear from you.

Discover your M eaningful, Inclusive and Empowered career at Schneider Electric.

₠34.2bn global revenue
+12% organic growth
135 000+ employees in 100+ countries
#1 on the Global 100 World's most sustainable corporations

You must submit an online application to be considered for any position with us. This position will be posted until filled

Schneider Electric aspires to be the most inclusive and caring company in the world, by providing equitable opportunities to everyone, everywhere, and ensuring all employees feel uniquely valued and safe to contribute their best.

We mirror the diversity of the communities in which we operate and we 'embrace different' as one of our core values. We believe our differences make us stronger as a company and as individuals and we are committed to championing inclusivity in everything we do. This extends to our Candidates and is embedded in our Hiring Practices.

You can find out more about our commitment to Diversity, Equity and Inclusion here and our DEI Policy here

Schneider Electric is an Equal Opportunity Employer. It is our policy to 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.

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