Services Solution Architect

Schneider Electric has an opportunity for a Services Solution Architect to build a strong operational value proposition with key customers in the Cloud and Service Provider Segment. The SA’s strategy is designed to engage our customer’s leadership and bring value by identifying services and solutions that will ensure safe, cybersecure, reliable, connected and energy efficient operations of equipment and assets in their operational environment. The SA will not only consult but also provide recommendations and strategies for addressing challenges and expanding the lifecycle and value of equipment and assets. Working with Segment teams, Strategic Account Executives, Country Services V2, the SA will qualify, develop, and manage opportunities as defined in the Life Cycle Management Strategy. This individual will have direct client interaction as well as lead the existing sales teams in service offer pursuits. About the Role: Commercial • Combine consultative selling, solution selling, digital solution architecture and business case approaches to create an organization-wide adoption of the needed changes and investments. • Take ownership of opportunity creation and develop them to close. Identify which opportunities are likely to be valuable for the customer and profitable for Schneider Electric. • Collaborate with accounts owners, sales leaders, segment leads to develop C-Level relationship with key stakeholders of their portfolio of accounts. • Understand the customer needs and pain points, translating them to SE world and building an adhoc value proposition by combining the standard offers. If no standard offer if available, the SA should involve the incubation team form the LOB to help him/her built an appropriate solution. • The SA should have a strong knowledge of the segment while being able to connect Schneider offers and values that the customer requires. • Manage after sales customer success and develop new opportunities to extend the sales scope. • Collaborate with account owners and sales leaders, developing account business plans and engagement strategies. Defining actions plans with assigned accountability. Business Development • Expand and leverage client executives (C-level) and senior management relationships to gain an understanding of clients’ business and operational objectives, drivers, and challenges for asset management. • Utilizing subject matter expertise, engaging in key discussions and workshops to address challenges regarding asset management and proper life cycle management. • Support SAE or Services V2/Account Managers in a multiyear Customer Operations focused business plans, in collaboration with Zone Services VP, Country FS teams and Segment team, to develop Consulting Services in the related segment. • Work with account owners to ensure opportunity pipeline is converted to orders. Follow up through related reporting & dashboards. All “for fee” engagement and pull-through should be captured in BFO. • Develop relationships with key Operations stakeholders at global or regional level to support the integration of digital solutions and services into their site project / specs. Solutions and Services Management • Develop innovative solutions with defined business value by leveraging offerings from multiple LoBs and internal / 3rd party solutions. • Create design/deploy/manage strategies for these solutions/services aligned to client needs • Conduct business and operational studies/assessments to create business value opportunities • Develop business value propositions and quantified benefits to assist clients with project justification • Lead upskilling of existing field services teams to provide advanced cyber solutions • Lead ‘voice of the customer’ sessions with C&SP customers to create fleet-wide cybersecurity solutions • Deploy & execute, through Regional Service Organization operational structure, strategy, global and local opportunities management to meet expected Service business consistency and performance across sites, countries, zones. Thought Leadership • Expand participation in the Data Center of the Future program, covering all offers including cybersecurity and cloud connectivity • Connect SE sellers to the IT Leadership side of their customers (who heavily influence connected solutions and services adoption) • Act as spokesperson for digital solutions and services in the segment, working with customers as a trusted advisor. Key Success Factors • Experience in process consulting and extracting value from key insights. Can quantify operational, financial, and business advantages of our services portfolio. • Strong experience in “strategic thinking & deployment”, and experience in “influencing and convincing” multiple decision makers. • Ability to collaborate with multiple Sales, Marketing, Delivery, and/or Partner teams to assess customer business operations and develop & position services and solutions that deliver incremental business value • Ability to develop and manage internal relationships with senior leaders in C&SP and Global Services Commercial & Operations • Leadership of cross function teams for service solution design and implementation including Business value definition; Solutions road map development; Implementation including business value capture and measurements; Project financials and deliverables • Ability to accelerate LCM growth initiatives, capture market share and build a robust pipeline. • Ability to develop short and long term business plans with customers • Manage and activate contingency plans to improve incremental growth opportunities. • Knowledge of Energy Automation system architectures – Buildings, Power and Process • Participation in Segments and Services BRs • Manage a high level of customer-facing time, both virtual and in-person. Skills & Qualifications The potential candidate shall also demonstrate certain skills to deliver quality results within set timeframes, including: • Strategic Account management skills at a local, regional, and global level • Ability to build a sustainable and reliable relationship with customers across all levels of seniority. The concept of Customer Intimacy is critical in Services. • Strong communication skills to translate LCM data into customer relevant proposals • Digital acumen – translating Digital Solutions into operational efficiency • Excellent verbal and written communication skills including C-level customers • Thorough knowledge of Schneider Electric Services offers throughout the Asset Management Life Cycle of the product. Good knowledge of power, secure power, building management, and industry systems. • Proficient in Microsoft Office suite and ERP/CRM related tools. BFO usage. • Excellent organizational skills. • Ability to leverage technology for communications and managing own performance • Business Developer - Proven track record in growing consulting businesses • Segment Expert - At least >4 years or more of relevant segment experience • Team Player - Passionate and dynamic leader with the energy and ability to obtain alignment and work effectively across a complex, global matrix organization • Team Builder - Strong People skills to build an impactful multi-function team • Role Model - Demonstrates strong personal leadership in line with Schneider Elec

The description lists various skills and experiences but does not provide a distinct, enumerated “Requirements” section with explicit minimum qualifications. The closest is the “Skills & Qualifications” portion, which highlights strategic account management, customer relationship building, strong communication, digital acumen, Schneider Electric Services knowledge, proficiency with Microsoft Office and ERP/CRM tools, organizational skills, and leadership capabilities. There is also an explicit line: "Segment Expert - At least >4 years or more of relevant segment experience". No formal, separate minimum qualifications block is provided beyond these capabilities.

The posting describes responsibilities across commercial, business development, solutions and services management, and thought leadership. Key duties include: owning opportunity creation and progression to close; collaborating with account owners and leaders to develop C-level relationships; translating customer needs into Schneider Electric value propositions; expanding client executive relationships; supporting multi-year customer operation plans; ensuring opportunity pipeline converts to orders; developing innovative solutions leveraging multiple lines of business; leading design, deployment, and management of solutions; conducting business and operational assessments to create value; leading upskilling of field services teams for cyber solutions; leading voice-of-the-customer sessions for fleet-wide cybersecurity; expanding participation in the Data Center of the Future; acting as spokesperson for digital solutions and services; coordinating with regional service organization for strategy execution and performance across sites.