Strategic Account Manager
Location:
Irving , Texas
Posted:
October 20, 2017
Reference:
039237-en-us

Eaton Crouse-Hinds business has an opening for a Strategic Account Manager for Manufacturing, CPG, Food and Beverage accounts. This person will ideally be located in the Dallas Area.

 

Eaton's Crouse-Hinds Wonderware West combines outstanding industry expertise with market-leading Schneider Electric Software to develop optimized client solutions that deliver real-time success for customers operating in Oil & Gas, Manufacturing, Food and Beverage, Solar Power, Infrastructure, Life Sciences and Water & Wastewater.

 

The Strategic Account Manager (SAM) will be responsible for the achievement of Sales & Margin objectives for a defined set of strategic accounts. This includes growing and developing Strategic Accounts and targeted new  customers within Manufacturing, CPG, Food and Beverage industries which Wonderware West serves.  The primary purpose of this position is to “increase the share of wallet spend” with Strategic Accounts.  This will be done by selling more of the Schneider Electric Software (Wonderware) portfolio and taking market share from competitors sales,

 

The SAM will be responsible for providing strategic business leadership of key accounts. In this role, the SAM will enable sales, services and support organizations to achieve its goal of winning value-producing deployments, driving customer satisfaction and growing revenue. The SAM will build and manage key relationships at the most senior level possible, monitor deployment projects, engage resources and lead a diverse and talented virtual team. 

 
Essential Functions:
 
  • Manage and drive the strategy in a team environment of 4 to 6 Strategic Accounts
  • Identify and drive multiple strategic pursuits
  • Pursue a small targeted list of additional assigned focused and prospect accounts (may have 2 key accounts that we want to move to Strat Accounts. Others will be Strat Accounts)
  • Responsible for the achievement of sales quotas and customer satisfaction for assigned accounts with a disciplined approach in the way they manage pipeline and opportunities, always meeting sales targets and quota. Manages, updates and maintains an accurate pipeline and forecast in CRM system.
  • Forecast existing and projected sales opportunities for performance and quota attainment purposes
  • Responsible for selling at the most strategic level within the account and implementing a broad solutions and services strategy. Leading and influencing customer decisions to buy, build and transform their business leveraging Schneider Electric Software solutions and products
  • Leverage the Account Manager team in the assigned strategic accounts
  • Mobilizes all appropriate Wonderware West and partner resources including (Sales, Technical Specialists, Consulting, Support, Product Groups and Executives) in support of strategic sales and initiatives that support customer interests that the SAM advocates on the customer’s behalf
  • Teams with the customer’s IT & OT organizations to build strategic relationships within the account, articulating a clear vision, generating enthusiasm, and impacting multiple operating groups
  • Builds relationships with key stakeholders and business decision makers to understand the customer’s business:
    • Develops a deep understanding of how stakeholders fit into the business and the results they want to achieve.
    • Seeks widespread support from both business and technical key stakeholders
  • Sells to Business Decision Makers based on business value and business outcomes vs. transactional selling
  • Prepares written materials in response to customer requests. Collaborates with regional resources in completion of these materials as well. E.g., Requests for Proposals (RFP), Standards of Work (SOW), etc.
  • Aligns industry insights to key customer priorities and ties those insights back to Wonderware West unique differentiators and solutions to improve sales performance
  • Clearly articulates the Schneider Electric Software value proposition and engages the customer in jointly addressing their business priorities
  • Identifies and grows key relationships in existing and new customer organizations
  • Implements new product-launch strategies
  • Develops, manages and executes the solution sales process to include marketing, lead generation, prospecting, proposal strategy and development, negotiation and sales closing
  • Develops and maintains relationships with strategic SI and vendor sources for additional lead generation  Identifies trends through current market intelligence to help form strategies and action plans to improve sales performance. 
  • Develop a trusted advisor relationship with customers and executive sponsors to drive product adoption and ensure they are using existing products and solutions to achieve full business value.

Qualifications

Basic Qualifications:
  • Bachelor's degree from an accredited institution is required
  • Minimum 5 years of solutions sales experience within Manufacturing, Food and Beverage, or CPG.
  • Must be legally authorized to work in the US without company sponsorship
  • No relocation benefit is offered for this position
Position Criteria:
  • Extensive demonstrated experience in deal structure, solution sales process and negotiation (internal and external)
  • Skills in business development and managing large strategic accounts.
  • Experience engaging with executive within large enterprise customers.
  • Skills in business development and managing large strategic accounts (including forecasting, quota attainment, sales presentations, short-term, mid-term, and long-term opportunity management essential).
  • Extensive experience engaging with senior executives within large enterprise customers
  • Excellent interpersonal, verbal and written communication, analytical and presentation skills are required.
  • Possess demonstrated decision making, problem solving, and negotiating skills.
  • Has excellent organization and collaboration skills
  • Must be a strategic thinker and have proven excellence in Strategic Account planning and delivery
  • Strong background in (IT/OT) business and operational environments.
  • Ability to understand a client's business drivers and align to Schneider Electric Software solutions.
  • Demonstrated experience and success with solution selling process, and strong team selling approach.
  • Possess the necessary skills to negotiate issues with peers, partners, and clients using a Win/Win philosophy.
  • Technology background and understanding is essential.
  • Proficient in the core capabilities, value proposition and competitive differentiation of software solutions. Technical familiarity with:
    • Core technologies: IoT, Big Data Analytics, Cloud Computing, Business Process Management
  • Enterprise APM, plant dashboards and intelligence, human machine interfaces (HMI), supervisory control and data acquisition (SCADA) systems, plant and enterprise historians, batch management applications, manufacturing execution systems (MES) designed for managing, operations and business workflow, controlling and improving manufacturing processes.
 
Preferred Qualifications: 
  • 10 years successful sales in a technology environment is preferred
  • Knowing Schneider Electric products and solutions (Wonderware) is preferred 
  • Previous experience working for automation companies is preferred
  • Experience working with enterprise business software and/or consulting companies
 

We make what matters work. Everywhere you look—from the technology and machinery that surrounds us, to the critical services and infrastructure that we depend on every day—you’ll find one thing in common. It all relies on power. That’s why Eaton is dedicated to improving people’s lives and the environment with power management technologies that are more reliable, efficient, safe and sustainable. Because this is what matters. We are confident we can deliver on this promise because of the attributes that our employees embody. We’re ethical, passionate, accountable, efficient, transparent and we’re committed to learning. These values enable us to tackle some of the toughest challenges on the planet, never losing sight of what matters.

Job: Sales

Region: North America – US/Puerto Rico
Organization: EPG CHD MTL Measurement Technology Limited

Job Level: Individual Contributor
Schedule: Full-time
Is remote work (i.e. working from home or another Eaton facility) allowed for this position?: Yes
Does this position offer relocation?: No
Travel: Yes, 50 % of the Time


A little about us:
Eaton is a global technology leader in power management solutions. We make power operate more efficiently, effectively, safely & sustainably.

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