End User Automation Sales Executive

Schneider Electric•Greenville, SC

About The Position

The Industrial End User Automation Sales Executive establishes and maintains sales relationships with End User customers and prospects, from the C-suite to departmental line managers. The role drives new business by identifying, developing, negotiating, and closing agreements, then supporting the ongoing customer relationship. The Sales Executive targets and qualifies leads and leads pursuit teams in crafting and positioning deals. The role drives indirect End User automation sales through effective ecosystem management, including System Integrators, Process OEMs, Consulting Engineers, and EPCs, and uses Digital Services and Software as differentiators. It applies industry and financial business knowledge to create demand and present compelling purchasing rationales. Offerings span Schneider Electric EcoStruxure Plant products, services, and solutions, from product sales to complex, multi-service, multi-year partnerships. Management establishes annual new-sales, revenue, and profit-margin targets. The position manages the sales process from prospect identification and specification influence through contract negotiation. It also develops territory plans, collaborates with automation distributors and System Integrator partners, coordinates customer and executive relationships, and ensures compliant sales processes and smooth transitions to delivery. The role provides customer feedback to the strategic portfolio function and may coordinate global relationship-management initiatives. This U.S.-based, full-time position has an expected annual pay range of USD 133,600–200,400, including base pay and short-term incentives. Individual compensation depends on factors including performance, knowledge, job-related skills, experience, and relevant education or training.

Requirements

Undergraduate degree, preferably in Business, Engineering, Computer Science, or Economics.
At least 5 years of complex solution-selling sales experience in the Water/Wastewater market segment.
Strong technical knowledge of automation systems and solutions, PLC, PAC, automation controllers, controls, drives, HMI, SCADA, MES, iIoT solutions, and connected devices.
Experience in solution selling, outcome-based selling, and customer-centric selling.
Knowledge of business solutions and manufacturing applications, including smart factories.
Ability to establish C-suite-level relationships.
Track record of meeting or exceeding annual quota.
Experience in business transformation solutions.
Ability to understand MES and control architecture systems and the value they bring to the industry and prospects.

Nice To Haves

MBA, graduate degree in Business, Engineering, Computer Science, or Economics, or professional qualifications in Law or Finance.

Responsibilities

Develop new business by prospecting, qualifying leads, selling, and closing agreements.
Manage customer relationships through all phases of the sales cycle.
Create and maintain a territory sales plan.
Drive growth in collaboration with Schneider Electric Automation distributors.
Identify prospects and develop entry strategies for each.
Identify System Integrator partners with appropriate segment and application expertise to deliver solutions to End User customers.
Use business and financial knowledge to develop value propositions and compelling purchasing rationales.
Execute competitive sales tactics and coordinate deal crafting and positioning.
Lead or participate in contract negotiations.
Manage demand and qualify opportunities.
Influence customer specifications and manage the sales process from prospect identification through contract negotiation.
Ensure smooth transition of new business from sales to delivery by System Integrator partners.
Coach and mentor partner delivery leaders on customer relationship management.
Provide feedback on customer wants and needs to Schneider Electric's strategic portfolio function.
Ensure compliance with Schneider Electric sales processes and new-business approval requirements.
Coordinate relationships between key customer personnel and Schneider Electric senior executives.
Lead or coordinate global relationship-management initiatives with other Schneider Electric geographic units focused on the same customer.

Benefits

Medical insurance, with member reward points.
Dental insurance.
Vision insurance.
Basic life insurance.
Benefit Bucks.
Flexible work arrangements.
Paid family leave.
Well-being programs.
12 holidays per year.
15 days of paid time off per year.
Base salary and incentives.
Company share ownership.
401(k) with match.
Performance discussions, global opportunities, the Schneider Career Hub, and learning platforms such as Coursera.
Volunteer leave and programs with the Schneider Electric Foundation.
Youth education initiatives and military leave benefits.