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Data Centre Segment Sales Team Leader

2 months ago

Dublin, Dublin City, Ireland Eaton Corporation Full time

For our Data Centre Segment regional Sales team we are looking for a Segment Sales Team Leader for the Northern region.

The role is opened in a Hybrid setup for our offices in Slough - UK and Dublin - Ireland. It is reporting into the Segment Sales Director for the EMEA region.

The primary goal for the role is to advance EATON in becoming the leading company in the Data Center industry by managing its reputation and sales success into complex, multi country, multi product, Data Center projects.

The Data Centre Account and Zone Team leader role will have three main areas of responsibility:

  1. Personal: Direct personal responsibility for selected accounts Personally driving profitable growth through the assigned accounts and opportunities, principally Hyperscale & MTDC/CoLo companies.
  2. Segment Team management: Responsibility as Team leader for a number of assigned Data Center sales and Account Managers (support, coaching, motivation & management), oversight on sales and account strategy formulation and execution, team performance, account planning. Focused on achieving a variety of commercial targets at team and account level & responsible for sales pipeline, revenue, margin, orders and all reporting and forecasting.
  3. Territory: Responsible for the execution of the overall EMEA and Global Data Centre sale strategy within the assigned zone and countries, act as principal point of contact (internally & externally positioned), advocate for the Data Centre business within and for the territory & provide and coordinating appropriate support from the wider Data Centre segment team to colleagues for agreed data center projects outside of the assigned accounts (e.g. national enterprise data center projects). The nature of Data Centre business means that opportunities may originate and be secured in one country and deployed in another. The Team leader shall coordinate with the wider data center team to report on data center activity, pipeline, revenue and outlook for the assigned territory inclusive of all data center opportunities regardless of origin and assigned account managers.

In this role, you will work 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. You shall identify which accounts, consultants, and contractors can influence and unlock commercial opportunities for EATON. The individual shall have a thorough experience and a long track record of success in the data center industry.

You will also follow the segment defined processes for opportunity identification, qualification, client requirement analysis and value proposition creation, and you will act a principal stakeholder in the success of associated functions for example the technical and commercial bid response tendering process, project execution and management and data center services.

To perform effectively, maintaining market and competitor intelligence is required in the role. They shall understand client and market primary trends and requirements and understand how competition address them and how EATON uniquely and preferentially meets them.

A highly proficient at consultative selling profile is most suitable for this role, further communicating EATON's differentiated value at company, product and service levels. Translating the above into compelling value proposition and proposals to clients, contractors and consultants.

Role 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
    1. 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
  • Act as an effective advocate and communicator of the benefits in supporting your assigned accounts, within EATON organization
  • 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 center industry experience.
  • 10+ years of related experience in the data center business
  • Demonstrated ability to inspire and coordinate others
  • The position requires entrepreneurial spirit, high degree of customer affinity and a very strong to influence others.
  • Strong technical and engineering presence. Demonstrable knowledge of data center design and operations is preferred
  • Strong executive presence and ability to relate well as a peer to leaders of target customers
  • Ready to take a leadership role in managing complex situations
  • Able to identify and implement new tools and processes
  • Highly knowledgeable on clients business, commercial condition, structure, strategy, operations and challenges
  • Understand when to support, When to lead. When to Listen and when to Direct
  • Ready to ravel up to 75% of the working time

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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