Industrial Territory Sales Engineer

Schneider Electric•Sacramento, CA

3d•Remote

About The Position

Become a trusted advisor with Channel Partners and Channel Partner-Led Industrial Accounts (End Users, System Integrators, Original Equipment Manufacturers, Control Panel Builders) across several market segments to influence and guide the design of small to large industrial automation systems. This role involves solution sales comprised of power and industrial products used to distribute, monitor, automate, and control customer’s industrial automation applications. The position requires connecting Channel Partners to cutting-edge offers, applications and tools to enable their commercial success. You will consult with Industrial Channel Managers, Branch Managers, Purchasing, Outside Sales, Inside Sales, Industrial Specialists and End User Engineers to bring awareness of Schneider Electric innovations to market. You will work with adjacent Inside Sales, Outside Sales Teams, Channel Managers, Pricing, Offer Management and other cross-functional professionals to deliver solutions that solve customer needs. This role drives market strategy and customer demand through multi-layered account plans with our channel partners. From special pricing agreements to promotions to joint sales activities, this role serves as the lead industrial interface for our channel partners in the marketplace. The goal is to exceed sales and profitability metrics to assist in achieving Schneider Electric’s ambitions for growth in the assigned market. You will develop and strengthen relationships at key distributors to capitalize on sales and services synergies, leverage operational efficiencies and assure profitable partnerships. The role will be responsible for the management and execution of local Channel relationships and activities for Schneider Electric within a defined Sales Area. This role serves as a primary interface for our Channel Partners in the marketplace. You will execute channel strategies to drive Schneider’s market share growth, including plans in support of acquisition sales. You will actively participate in inventory reviews to ensure our channel partners have the correct inventory to serve their markets. You will develop and strengthen relationships at key distributors to capitalize on sales and services synergies, leverage operational efficiencies and assure profitable partnerships. The Individual will lead the tactical execution of operational plans to drive the enablement of channel partners to realize growth targets by implementing sales plans, national/local promotions, training programs, and inventory planning. You will create and develop growth-orientated business plans (JGPA/Targeting) with distributors for acquisition and existing accounts. You will gain agreement, establishing measures of performance to drive mutual accountability. You will assist industrial teams in creating and presenting the industrial battlecards to help channel partners position Schneider products for solution selling. You will partner with area channel manager to implement the Alliance Program and key performance metrics for growth. From pricing to promotions to inventory analytics, this role helps drive both strategic design and tactical execution of mutual goals. You will ensure ongoing training requirements are executed with our channel partners (on-line, self paced, BOOST, Edge, etc). You will remain current on competitive offers and share insights with Channel Partners, Line of Business and Pricing organizations to develop strategies. You will work with internal teams of inside sales, quotes specialists, project mgmt., channel mgr, account mgr, business development & other cross-functional professionals to deliver solutions to solve customer needs. You will communicate Schneider Electric’s software, cloud analytics and services story to our channel partners and contractors as it relates to their own digital journey. You will embody Schneider Electric in the eyes of our customers and channel partners. You will share the Schneider Electric brand story to pull through other Schneider Electric technologies and business units.

Requirements

3-5 years relevant sales experience preferred.
A bachelor’s degree in Engineering, Technology, Business or Communications is preferred. A combination of education and/or relevant experience will be considered.
Experience in electrical distribution, industrial automation or energy management industries.
Experience selling through distribution and to trade professionals.
Experience with any of the following industrial product technologies: Variable Frequency Drives (VFD) and Soft Starts, Control Relays, Signaling, Sensors, Human Machine Interface (HMI), Motor Control, Circuit Breakers.
Experience with consultative sales methodologies.

Responsibilities

Become a trusted advisor with Channel Partners and Channel Partner-Led Industrial Accounts (End Users, System Integrators, Original Equipment Manufacturers, Control Panel Builders) across several market segments to influence and guide the design of small to large industrial automation systems.
Solution sales comprised of power and industrial products used to distribute, monitor, automate, and control customer’s industrial automation applications.
Connect Channel Partners to cutting-edge offers, applications and tools to enable their commercial success.
Consult with Industrial Channel Managers, Branch Managers, Purchasing, Outside Sales, Inside Sales, Industrial Specialists and End User Engineers to bring awareness of Schneider Electric innovations to market.
Work with adjacent Inside Sales, Outside Sales Teams, Channel Managers, Pricing, Offer Management and other cross-functional professionals to deliver solutions that solve customer needs.
Drive market strategy and customer demand through multi-layered account plans with our channel partners.
Exceed sales and profitability metrics to assist in achieving Schneider Electric’s ambitions for growth in assigned market.
Develop and strengthen relationships at key distributors to capitalize on sales and services synergies, leverage operational efficiencies and assure profitable partnerships.
Manage and execute local Channel relationships and activities for Schneider Electric within a defined Sales Area.
Execute channel strategies to drive Schneider’s market share growth, including plans in support of acquisition sales.
Actively participate in inventory reviews to ensure our channel partners have the correct inventory to serve their markets.
Lead the tactical execution of operational plans to drive the enablement of channel partners to realize growth targets by implementing sales plans, national/local promotions, training programs, and inventory planning.
Create and develop growth-orientated business plans (JGPA/Targeting) with distributors for acquisition and existing accounts.
Assist industrial teams in creating and presenting the industrial battlecards to help channel partners position Schneider products for solution selling.
Partner with area channel manager to implement the Alliance Program and key performance metrics for growth.
Ensure ongoing training requirements are executed with our channel partners (on-line, self paced, BOOST, Edge, etc).
Remain current on competitive offers and share insights with Channel Partners, Line of Business and Pricing organizations to develop strategies.
Work with internal teams of inside sales, quotes specialists, project mgmt., channel mgr, account mgr, business development & other cross-functional professionals to deliver solutions to solve customer needs.
Communicate Schneider Electric’s software, cloud analytics and services story to our channel partners and contractors as it relates to their own digital journey.
Share the Schneider Electric brand story to pull through other Schneider Electric technologies and business units.