Data Centre Strategic Accounts Manager - UK

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For our Data Centre Segment regional Sales team we are looking for a Data Centre Strategic Accounts Manager who shall grow EATON\’s revenue within large international Data Centre operating companies.

The person is expected to identify and book profitable new business directly with these clients. For the purpose of maintaining external client focus, the person shall also function collaboratively internally with other regional and global account managers, central account support team, bid response team, business units, functional units, segment marketing and country sales organizations.

The person will be responsible for the executing the Data Centre regional & global strategy at the client account level. In doing so, they shall identify which accounts, consultants, and contractors can influence and unlock commercial opportunities for EATON. The individual must have a thorough experience and a track record of success in the Data Centre industry.

In general, the person shall be assigned to a number of Accounts but occasionally may also find, or be assigned, to single opportunities of interest.

The person shall follow the segment defined processes for opportunity identification, qualification, client requirement analysis and value proposition creation. The person shall oversee the technical and commercial bid response and the overall client tendering process.

To perform effectively, the person shall maintain sufficient market and competitor intelligence. They shall understand client and market primary trends and requirements and understand how competition address them and how Eaton uniquely and preferentially meets them.

Also, the person shall be highly proficient at communicating EATON\’s differentiated value at company, product and service levels.

Location: remote for Greater London Area

Responsibilities

Establish, Own, Execute continuously develop an agreed, sponsored commercial Account Plan that can meet the targets set across:

Sales, Orders, Pipeline

Sales Product Mix

Margin/Profitability

Contacts across key functions and levels

Identify & build positive relations with all account decision makers & influencers who impact current or future business with Eaton

Understand in-depth & be able to articulate the client buying process

Identify, engage, secure revenue opportunities within assigned Account(s)

Understand & Capture clients challenges & requirements and resolve with reference to Eaton portfolio

Oversee and align the commercial and engineering response to tenders to client requirements

Finalize commercial process and secure purchase orders and framework agreements

Oversee effective handover to post order project management, product services & customer support teams

Maintain oversight to all commercial related engagements for customer success/satisfaction and our performance as vendor

Knowledgeable on clients business, commercial condition, structure, strategy, operations and challenges. Be able to articulate this in terms of opportunity, growth, risk with respect to Eaton business

Be an effective advocate and communicator of the benefits in supporting your assigned accounts, within Eaton organization

Know and report your account numbers. Be continuously aware of targets and current business levels within the account for both \’year to date\’ and forecast for order intake & revenue information.

Responsible for reporting the narrative & the numbers

Collaborate effectively with other sales and stakeholders at function, country, region and global level. To both gain and provide support so others can function and meet their responsibilities to the account

Provide all internal stakeholder and functional departments the account specific guidance and insights required so that they can execute their role and add value to the client

Build a multi-lane bridge between Eaton and the client organization. This may include R&D, Product Managers, BU Engineers, BDM, Marketing, PMO, Services, Sales Operations & Order Management, Supply Chain, Leadership & Executive Management

Request & Support marketing campaigns (ABM) & activity that can grow Eaton to Client relations and business

Qualifications

Bachelor\’s Degree or Higher Diploma in Science or Engineering or equivalent Data Centre industry experience

Relevant experience in the Data Centre business is required

Demonstrated ability to inspire and coordinate others as the position requires entrepreneurial spirit, high degree of customer affinity and a very strong to influence others

Demonstrable knowledge of Data Centre design and operations, a technical and engineering presence is preferred

Able to relate well as a peer to Leaders of target customers

Knowledgeable on how to identify and implement new tools and processes

A well rounded professional who knows When to support, When to lead, When to Listen and When to Direct

What we offer

Competitive compensation and benefits package

Challenging projects in dynamic collaborative team

Flexible working solutions (remote, flexible working hours, compressed week, part time etc.)

We make your aspirations matter – Eaton encourages internal promotion, whenever possible

We make your growth matter – We invest in our employees for the long term – not just with salary and benefits, but with ongoing learning and development opportunities made available through Eaton University

We make your contributions matter – reliability, safety, efficiency, and sustainability are at the core of our dedication to improving people\’s lives and the environment through power management technologies

We make your wellbeing matter – We put your health and safety first. Wellness at Eaton is more than a program, it\’s about changing the environment by offering the right tools to help empower employees to make that happen

We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.

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