Job Description

Schneiders Purpose: To create IMPACT by empowering all to make the most of our energy and resources, bridging progress and sustainability. At Schneider, we call this Life Is On.Our Mission: To be a trusted partner in sustainability and efficiency.Our Renewed Purpose: Highlights our commitment to creating a lasting impact while maintaining our promise to make the most of our energy and resources, bridging progress and sustainability for all.We are a global industrial technology leader bringing world-leading expertise in electrification, automation and digitization to smart industries, resilient infrastructure, future-proof data centres, intelligent buildings, and intuitive homes. Anchored by our deep domain expertise, we provide integrated end-to-end lifecycle AI-enabled Industrial IoT solutions with connected products, automation, software, and services, delivering digital twins to enable profitable growth for our customers.We are a people company with an ecosystem of 168,000 colleagues and more than a million partners operating in over 100 countries to ensure proximity to our customers and stakeholders. We embrace diversity and inclusion in everything we do, guided by our meaningful purpose of a sustainable future for all.Your Mission:We are thrilled to announce a brand-new career opportunity for a Sales Head, Digital Grid based in Johannesburg. This pivotal role will support our expanding Digital Grid business across Anglophone Africa. The successful candidate will be involved in developing.The Schneider Electric Digital Grid suite of solutions includes: Advanced Distribution Management System (ADMS), Distributed Energy Management Systems (DERMS), Geographic Information Systems (GIS), Smart Metering Systems (HES/MDM/LVA), Advanced Gas Management System (AGMS), Virtual Power Plant (VPP) and Demand Response Management Solutions.The role requires strategic cooperation with Schneider Electric's regional Power & Grid segment leaders, local sales teams, HUB teams, and other key stakeholders (such as Marketing, Legal, and Contract Management) to create a robust pipeline of opportunities and promote the Digital Grid Solutions business. Success will depend on active collaboration with in-country teams and local partners to grow existing business with installed base customers and initiate new customer connections, thereby expanding the market share of EcoStruxure Grid, including service offers, cybersecurity, IT/OT convergence, asset management, and partner offer implementation.The successful candidate will play a crucial role in growing the business by driving the overall Schneider Electric offers in the Power & Grid segment to build comprehensive EcoStruxure Solutions, incorporating Digital Grid feeder automation, metering, LV Analytics, and more. This will create significant opportunities for utilities and new players in the energy industry. Building strong partnership strategies and having an in-depth understanding of the regulatory and political environment applicable to the utility industry will be essential pillars of your growth strategy.Your Role Magic happens when you bring great people together!Drive pipeline development & management within targeted accounts through dedicated support to FO in Anglophone Africa:xc2xb7 Efficiently manage the pipeline through the Customer Project Process.xc2xb7 Lead Pipeline review. Coordinate and have a handshake with local country/cluster teams in customer platforming, targeting and account planning.xc2xb7 Make a clear distinction between Software, Annual Recurring Revenue and Services, and push for more Software and ARR.xc2xb7 Cooperate with all stakeholders in a given geography to have support in the preselling, tendering and execution phases of the opportunity. Act as one team with utility salespeople in each country.xc2xb7 Coach Power Systems BU heads or Schneider Electric country presidents (sales forces) in pitching and selling Digital Grid.xc2xb7 Lead specific initiatives with key accounts.xc2xb7 Act as opportunity leader of his given geography and accounts.xc2xb7 Map, assess and target key utilities in digital transformation.xc2xb7 Lead demand creation plan at key targeted utilities:- Pitch initial value proposition at C- level.- Build the business case for C-Level and operation management.- Lead innovation workshops sponsored by C-level.- Identify opportunities to sell Contribute solutions- Prescribe solutionsImprove hit rates and secure order intake:xc2xb7 Ensure that a successful Commercial strategy is defined and implemented for Analytics Opportunities:o Select the most competitive execution setup.o Validate potential partnerships.o Finalize differentiating value proposition.o Validate the offer and confirm potential deviations.o Define price target in coordination with Solution Architects and Lines of Businessxc2xb7 Coaching of in-country teams and key stakeholders (structure way to tackle relationship mapping of our customers Decision Makers).xc2xb7 Be an opportunity leader for targeted projects.xc2xb7 Close dealsContribute to the worldwide Commercial Digital Grid team:xc2xb7 Share new business cases with the Digital Grid Sales team and competition moves.xc2xb7 Attend training about new solutions (value prop, pricing, positioning).xc2xb7 Be the primary contact of the Marketing team for the regional initiative.Reporting: Solid Line to MEA Digital Grid Sales VPKPIs:xc2xb7 Order intake.xc2xb7 Pipeline Growth and Hit Rate.xc2xb7 Order split between ARR, Software and Services.xc2xb7 Demand creation at targeted accounts:o Number of C-level meetings and innovation Workshops.o Pipeline generated by targeted accounts#LI-BB1Qualificationsxc2xb7 Bachelors Degree in an Engineering discipline, Electrical Engineering preferable.xc2xb7 Minimum 10 years of experience in the Utility industry (DSOs, TSOs).xc2xb7 Deep knowledge of utility business models.xc2xb7 Knowledge of Utilities market drivers, and basic knowledge of country regulations.xc2xb7 Successful experience in selling (participating) at least one of the EcoStruxure bricks (ADMS, GIS, AMI/MDM) for 5 years.xc2xb7 5 years experience as an Opportunity leader, leading tendering & technical teams to capture Medium & Large sizes software bids (3 to 50Mxe2x82xac).xc2xb7 5 years of track records in C-level meetings: Value prop pitching and Sellingxc2xb7 Secure with C Level and lead Innovation workshopsxc2xb7 Ability to build up systems approach from various angles and develop complex stories.xc2xb7 Track records over 5 years in growing pipeline.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 use energy and efficiency to enable life, progress, and sustainability for all. Our values and behaviors are the foundation for creating a great culture to support business success. We believe that our IMPACT values Inclusion, Mastery, Purpose, Action, Curiosity, Teamwork start with us.We believe in empowering our team members to reach their full potential and foster a sense of ownership in their work.We embrace inclusion as a fundamental value, ensuring 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 Meaningful, Inclusive and Empowered career at Schneider Electric.#LI-BB1

Schneider Electric