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Schneider's purpose is to create Impact by empowering all to make the most of our energy and resources, bridging progress and sustainability for all. At Schneider, we call this Life Is On.

Our mission is to be the trusted partner in Sustainability and Efficiency.

Your Role - Magic happens when you bring great people together!

The role of solution architect will require to strategically co-operate with the Schneider Electric Country Teams, the expert Hub teams and other key stakeholders involved in the sales process (Sales, Marketing, Solution, etc) to create a strong pipeline of qualified opportunities and to promote Digital Grid Solutions.

Key to success will be your ability to position yourself as technical leader, actively collaborate with the rest of the team and the local network of partners. Technical selling will be expected to grow existing business relationships and to support them through technical discussions with installed base customers and to initiate new customer connections on topics such as: Grid Control, IT/OT convergence, Asset management, Service offers, Partners offer implementation, Cyber security, etc.)

You will play a key role in supporting the business growth by generating pull through of overall Schneider Electric offers in the Power & Grid segment orders to build comprehensive Ecostruxure Solutions adding to Digital Grid feeder automation, metering, LV Analytics and more... as part of complete solution. The capacity to foster and drive strong collaboration with internal teams and customers will form a pillar of your day to day activities, as will an in depth understanding of the regulatory and political environment applicable to the utility industry.Define the specific purchasing strategy for the project, focusing on high stake / high risk commodities, continuously prioritizing tasks based on project time schedule.

Drive technical discussions and support pipeline development activities within targeted accounts through dedicated support to country sales teams in Middle East & Africa:

• Technical leadership responsibility for pre-sales activities of complex software solutions destined for utility customers

• Work with Project Managers to define the best technical approach to meet customer business requirements using one or more Schneider Electric offerings

• Lead the design and documentation of proposed customer solutions based on defined requirements

• Lead project requirements gathering workshops and develop resulting documentation

• Work directly with other groups within the Delivery organization to develop and validate proposed solutions and designs

• Lead solution design review sessions and obtain design approval from customers

• Leadership responsibilities include providing technical guidance to other members of the team

• Prepare project analysis, design, functional and interface specification documentation

• Cooperate with all stake holders in given geography to have support in preselling, tendering and execution phases of the opportunity. Act as one team with utility sales people in each country.

• Coach and train customer sales teams and Schneider Electric country management in pitching and selling Digital Grid

• Lead strategic influence initiative with key accounts

• Act as technical leader of given accounts

• Map, assess and target key utilities in digital transformation

• Lead demand creation plan at key targeted utilities:

o Pitch initial value proposition at C level

o Build business case for C Level and for operation management

o Lead innovation workshops sponsored by C level

o Identify opportunities to sell Contribute solutions

o Prescribe solutions

Improve hit rates and secure order intake:

• Ensure that successful Technical Commercial strategy is defined and implemented for key opportunities:

o Select most competitive execution setup

o Validate potential partnerships

o Finalize differentiating value proposition

o Validate offer and confirm potential deviations

o Help define price targets

• Coaching of in country teams and key stakeholder (structure way to tackle relationship mapping of our customer's Decision Makers)

• Be opportunity leader for targeted projects

• Close deals

KPIs:

• Pipeline Growth and Hit Rate

• Order intake

• Order split between ARR, Software and Services

• Demand creation at targeted accounts:

• Number of C level meetings and of innovation Workshops

• Pipeline generated by targeted accounts

Qualifications

About You

Education: Bachelor's degree of Electrical Power Engineering

Experience:

• Minimum 5 years of experience in the Utility industry (DSOs, TSOs)

• Deep knowledge of utilities software business & utility projects

• Knowledge of Utilities market drivers, knowledge on country regulations

• Experience designing and implementing solutions for one or more utility domains

• Successful experience in technical selling (participating) at least one of the utility software solutions for 5 years

• 5 years' experience as technical leader or leading tendering & technical teams to capture Medium & Large sizes software bids (3 to 50M€)

• 5 years track records in C level meeting: Value prop pitching and Selling

• Secure with C Level and lead Innovation workshops

• Ability to build up systems approach from various angles and develop complex story

Skills requirement:

• Strong oral and written communication skills.
• Established project management, coaching skills, and leadership capability.
• Strong customer orientation & Proven ability to create solid relationship with the stakeholders
• Strong communication skills, effective in a cross-cultural environment to foster collaboration toward a common goal
• Ability to understand, influence & convince in a matrixial organization
• Able to communicate in concise and synthetic manner complex technical issues/topics
• Able to make decisions in complex context based on imperfect/missing conditions
• Demonstrated ability to analyze and resolve problems.
• Ability to multitask, work in a fast-paced environment and have time management skills.

Schedule: Full-time
Req: 009BL0