Americas Business Development Manager, F&B and Life Science - Ind Sol - SW

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POST DATE 9/7/2016
END DATE 11/9/2016

Schneider Electric Lake Forest, CA

Company
Schneider Electric
Job Classification
Full Time
Company Ref #
002PQA
AJE Ref #
576110200
Location
Lake Forest, CA
Experience
Mid-Career (2 - 15 years)
Job Type
Regular
Education
Bachelors Degree

JOB DESCRIPTION

APPLY
POSITION: Sr Business Development Manager Americas (Canada, US, LATAM)

LOCATION: North America

REPORTING TO: Global Head - Industry Business Development for the Software business

TRAVEL REQUIREMENTS: 30% - 50% typical

Schneider Electric Software Llc. is looking for a seasoned domain knowledgeable senior professional with experience in all aspects of business development and strategic solution selling for software solutions in the Food & Beverage and CPG industry vertical. The position reports to the Global Head of Business Development for the software business.

PRINCIPAL RESPONSIBILITIES & DUTIES INCLUDE:

BUSINESS DEVELOPMENT (DEMAND GENERATION)

Defining with regional sales management a regional vertical strategy ( targeted customers-offer/Go-To Market /Customer portfolio management) aligned with global industry strategy

Drive campaigns and awareness of software solutions thru strategic solution marketing in working with regional marketing

o Conferences and trade events

o Industry councils

o Regional roadshows

Identify , pilot & incubate new approaches for GTM

Create Industry specific messaging and positioning enabling campaigns in driving pipeline growth

Work closely with other Schneider Electric business groups to identify opportunities for cross sell



REGIONAL OPPORTUNITY MANAGEMENT (DEMAND CAPTURE)

Lead with consultative approach to solution selling

Ensure tactical support for large software opportunities identified with regional pre-sales, delivery and R&D teams

Acquire new customers logos with our current and future software solution offerings. ( Contact to Closure)

Champion Software Industry Solutions portfolio within customer base

Coach/Develop regional sales team knowledge and skills on specific vertical domain knowledge





PARTNER

Ensure collaboration and business development with strategic ecosystem partners for software opportunities, including system integrators (global and regional) , EPCs, technology ISV (ex Microsoft), and consultants as appropriate to the opportunity.





REQUIRED COMPETENCIES

DEMONSTRATED C-LEVEL CLIENT RELATIONSHIP MANAGEMENT SKILLS (REQUIRED)

EXPERIENCE AND VERIFIABLE SUCCESS SELLING COMPLEX SOFTWARE SOLUTIONS IN THE F&B, CPG OR LIFE SCIENCE SECTORS (REQUIRED)

PROCESS ENGINEERING EXPOSURE (REQUIRED)

Understand market trends in terms of industry domain and their drivers relating to Enterprise Software Solutions strengths & weakness (SWOT)

Experience with software products direct and indirect sales models

Understand competition in the space and avenues for competitive advantage

Achieve visibility in seminars, conferences, symposia, and other public forums from a partner ecosystem perspective

An innovative approach to problem solving, development or doing things in the current role

Opportunity tracking and management using sales force automation system



SKILLS

Consultative Solution Selling

Proven success developing & opening new accounts. This is primarily new sales and not an account management role

Excellent relationship building skills (internal & external)

Can abstract concepts and represent them in various levels of complexity in the context of the role

Develop a pitch, present concepts succinctly and articulate clearly

Concise and well-structured writing skills

Handle conflict situations, resolve negotiation situations to advantage

Strong interpersonal capabilities as they apply to team, clients, and partners

Enterprise Software Solution evangelism



EXPERIENCE

15 20 years professional experience in business development & selling complex software solutions

7 years in strategic solution selling to global enterprises





EDUCATION

Bachelors degree in Marketing, Engineering, Business or a related field required, MBA or Masters degree preferred




Primary Location:
Schedule:

Additional Benefits

Tuition Rembursement and Health Club Reimbursement