Job Description

This position is responsible for Pre-sales and Business Development of Cooling product line.

Cooling in this case refers to Precision Cooling market for Datacenters, both Room cooling and what is known as In-row, Close coupled cooling as well as Raised floor air distribution solutions.

This position is responsible for growing and sustaining the cooling Business as individual product but also as integrated solutions. Primary measurements will be revenue, market share and gross margin.

This position is responsible for designing high quality HVAC and mechanical services solutions to meet the customer's application requirement of data center or C&I project and ensure successful win. The person is also responsible to ensure that the solution offered for a given project ensures the successful project implementation, compliance to standards and highest customer satisfaction.

The person must demonstrate excellence in mechanical system engineering for critical application projects such as data center. Person should show leadership and ability to conduct effective communication at senior levels with key customers and partners, and maintain a high profile with the business and project community to establish Schneider Electric's credentials as a reputable business partner.

This position works with the following key internal parties: · Sales Opportunity Leader · Cooling Line of Business who define and develop offers · Central Business Development Organization · Global Field Services · Data Center Regional Application Center · Zonal / Regional Execution Center · Commercial Operations · Supply Chain Management · Other Activity Business Development Managers

ESSENTIAL FUNCTIONS:

% of Time Description of Essential Functions

40% 1. Business Development · Identifications of new market segments, partners or business opportunity · Understanding of the competitive landscape and develop regional and local strategies to beat competition · Understanding of customers needs by working with customers, specifiers and partners · Liaising with customer's project teams, consultants and internal teams to understand the project requirement/scope/needs · Convert the project scope into solution to successfully meet the customer needs as well as create competitive advantage through right design and selection · Ensure the solution compliance to the local standards, regulation, codes and safety requirements · Create all required documentation in terms of capacity calculations, design calculations, block schematics, solution presentation, solution value proposition, compliance table, etc · Solution design should ensure the successful project implementation and customer satisfaction · Identify top specifiers working in large data center projects, critical cooling for Data Center, IT Room and C&I application and work with them to enable for SE cooling products and support for suitable cooling architecture and suitable product positioning. · Run web-communicaiton seminars for cooling product lines to address customers, channel partnes, specifiers and project management comanines in zone. · Work with DC RAC to support for cooling product to provide technical support and seek support for detailed engineering. Assess HVAC Contractors and work with DC RAC for qualification and support during tendering process.

30% 2. Channel Enablement · Working with IT and ET Channel Managers to align business with targeted channel partners and develop competency for configuration, prescription and sales of cooling product offers. · Working with Large Cooling Contractors and System Integrators for mid and large cooling opportunities to position suitable cooling product and increase winning probability. · Support Channel Partners with providing cooling offer solutions, product selection, site requirements, technical support during presales and execution. · Support channel managers for channel partner on-boarding.

10% 3. Product & Program Management · Working with Line of Business and Product Managers · Participate in and provide inputs for product development to meet the country needs · Provides necessary training and guidance to channel team as well as partners · Manages and provides necessary sales tools to partners

10% 4. Team Management · Working with pre-sales community in zone as a team player and team leader. · To be seen as a role model and set the bar for Business Development · Coach and Mentor the team members of other clusters and channel partner presales team.

10% 5. Management Reporting · Working with zone sales operations, presales team for timely submission of prescription, business development and channel enablement activities progress report

EDUCATION - MINIMUN REQUIRED LEVEL: · Bachelor's Degree or equivalent (Mechanical Engineering)

KNOWLEDGE AND SKILLS 1 - REQUIRED: · In depth understanding of HVAC and mechanical system design · In depth understanding of mechanical system components such as Chillers, CRACs, CRAHs, Heat Rejection Systems, Pipping, Pumps, Valves, etc · Understanding of engineering system documentation · Understanding on best practices and standards in HVAC and mechanical systems design, installation and operation requirement · Must be comfortable in developing relationships with senior IT managers, Facility Managers, Consultants, Channel Partners, and management of major corporations and accounts · Strong communicator - both written and verbal in technical and non-technical environment · A leader in customer advocate - professional approach to internal and external clients · Ability to meet deadlines and demonstrate effective time management skills · Excellent business ethics and integrity · Demonstrates a flexibility in operational style to meet the requirements or multi-culture position

Schedule: Full-time