In Schneider Electric everything we do promotes progress and sustainability for all - our colleagues, customers, partners, and the communities and societies where we live and work. From the products, software, and services driving the digital transformation of energy management and automation to corporate citizenship and volunteer activities, we make an impact by helping people and organizations become more resilient and efficient, more electric and digital.
Which is where you come in. Working at Schneider Electric means working toward a cleaner, better world. You're part of a global team built on inclusion, mastery, purpose, action, curiosity, and teamwork, turning sustainability ambitions into actions.
The Digital & Recurring Services Lead will be responsible to drive the Digital and Recurring transformation across East Asia, deploying commercial practices to accelerate the asset base track / capture / renew engine and improving the Annual Recurring Revenue growth in the Zone.
Main Mission: Develop Digital & Recurring Services, grow pipeline & order intake in East Asia
- Build Assets based Track Capture Renew Recurring engine
- Deploy value-based pricing model
- Drive Digital Modernization growth
- Elevate countries in building customer-driven value proposition & business cases
Key Responsibilities
- Drive Digital & Recurring business, within organization including Brownfield, Greenfield & Partners
- Drive CAPEX to OPEX to Recurring Transformation
- Develop a healthy & accurate Sales pipeline follow up to conversion.
- Share best practices across countries within East Asia
- Understand business roadblocks for each country & deploy action plan for country deployment
- Identify key customers pain points & needs, build best tailor made and outcome-based Services
- Prepare commercial pitches with support of Digital & Recurring Services Architect & support quotations with Tendering & Quotation Managers
- Collaborate with Division Sales (Secure Power, Power Systems, ) in prospects identification.
- Enhance customer's intimacy & gather country feedbacks to further strengthen offer development in collaboration with offer development team
- Identify, reach, and engage key decision makers through networking, personal connections, client references, and industry events
- Research, develop and maintain competitive information resources
- Coordinate/close the loop between all streams (ensure Tendering, execution and Customer Success Managers efficiency + marketing) to ensure successful transformation
- Organize & accelerate training to secure Recurring DNA for all Sales reps
- Monitor YTD Recurring & Digital Performance, build and drive growth actions plans accordingly
Key Success Factors
- Engagement and influence, both internally and externally
- Manage end to end Digital & Recurring sales process
- Drive countries across Zone with ability to identify & replicate best practices
- Ensure successful handovers with execution team and Customer Success Managers
- Strong end user market & segment knowledge
- Training Development and presentations on customer specific value proposition
- Developing compelling sales stories from specific customer need & data
- Develop strong consultative selling skills across country sales teams and customers to promote Digital and Recurring offers
- Develop consultative partnership and influence accounts and Services strategy in key customers
Performance Management (KPIs)
- Order intake growth in Digital & Recurring Services for each country within East Asia
- Annual Recurring Revenue (ARR) to measure predictable & Recurring revenue generated
- Track / Capture / Renew indicators to measure progress of assets under contract
Education and Skills
- Bachelor / Associate degree preferred
- 3-5 years sales/marketing experience (Services, Sustainability, Consulting, Audit)
- Strong knowledge of Digital & Recurring business (EcoStruxure portfolio and value proposition)
- Experience of outside sales experience Virtual Sales and/or Partner Sales is a plus
- Awareness of industry leading IoT platforms such as: AWS IoT, Microsoft Azure, IBM Watson etc Industry 4.0 knowledge
- Knowledge of Schneider Electric Services offers throughout Asset Management Life Cycle of products
- Desire for continual learning & development of technology, analytics, big data, cybersecurity and industry trends
- Excellent verbal and written communication skills including C-level customers
- Proficient in Microsoft Office suite and ERP/CRM related tools
- Excellent organizational skills
- Ability to connect & drive countries across East Asia multi-cultural exposure
- Ability to leverage technology for communication and managing own performance
- Fluent English, local East Asia language is an added value
