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When you work for Schneider Electric you work for a company that is passionate about its people. Our people vision says, Great people make Schneider Electric a great company. We are proud to promote purpose, diversity, inclusion, learning and work-life integration – we’re a great place to work and we are continually striving to be the best place to work!
Your Role – Magic happens when you bring great people together!
The DG Regional Partner Manager will work closely with the Global Partner Deployment Leader to deploy the DG Partner strategy & program in the regions in line with the Global DG Strategy & partner playbook
The DG Regional Partner Manager is responsible of the construction of an appropriate network of partners for Europe, Middle East & Africa region:
- Propose the appropriated partners to promote, sell and deliver our offers. Validation of partners for DG will happen thru Partner steerco
- Deploy partners’ selection criteria (coming from DG Partner playbook) based on offers sales, delivery, region specificities
- Rationalize current partners base and select new appropriated ones to fill in GTM gaps.
Responsible of the definition, follow up and update of the strategic development plan for each partner of its region:
- Understand Partner long term goals and see how to increase DG market share with each Partner, keeping them close to SE solutions
- Understand Partner’s strategy and how DG support its development (both when Partners prime and when Partners act as our Sub)
- With the support of Sales, create 3 years business plans with Partner : define ambitions on the regional markets where partners can contribute,
- Agree with partners on associated investment plan and performance dashboard for partners
- Ensure that proper agreements are signed and maintained
Responsible of the management and the Develop of partners in geographies/market segments, as per DG strategy and accordingly increase the overall business volumes as per DG Partner business plans and projections :
- Monitor business & investment plans deployment, push Partner to reach agreed goals
- Set up regular monthly synchronizations & quarterly business reviews to monitor partner performance and follow partner development
- Define and Follow up proper Partner training/enablement plan based on partner expertise/experience and make sure that there is proper team in place to be able to gain/keep certification
- Coordinate with DG Learning team the upskilling/partner enablement activity of the newly appointed partners
- Manage the partner’s relations on day to day basis, keep them motivated to deliver results, bring them support, challenge them as needed
Responsible of the partners business performance for its region based on DG Partner business plans and projections :
- Support pipeline construction and sales thru partners (deliver the expected sales revenue) In collaboration with Sales team (LoB+Countries) and deliver Partner targets in the commercial region
- Lead partner success and business transformation toward new digital services, recurring services revenues
- Support defining the winning strategy with partners, the Roles/Responsability and Delivery model for major deals / wins.
- Monitor impact of partners on DG business model – in Sw/Services ratio vs turnkey projects
- Contribute to DG Partner strategy & program improvement and update providing feedback and keep improving the playbook on continuous basis
About You
Education: Bachelor or master’s degree in Marketing, business or a related filed
Language requirements:
- Fluent in English
- French language will be valuable
Experience:
- +7 to 10, years Prior experience in running Partner Sales, Partner Programs, Channel Enablement, Channel Marketing and/or Channel Development for Software and/or Services.
- Experience in LoB environment – Digital Energy is a plus
- Knowledge of Utilities Industry and Customers
- Good legal and contractual understanding covering Commercial rights.
- Technologically savvy and familiarity with APIs, integrations, and SaaS is preferred
Skills requirements:
- Excellent organisational skills and multi-tasking abilities
- Problem solver and self-motivated
- Decision making mindset inside both business and technology areas but also ability to gain consensus is necessary
- Solid understanding of partnerships and alliances and how they can create value for the business
- Works well as a member of a team, but also as an individual contributor
- Resourceful, creative and able to find innovative ways to achieve results
- Excellent communication and negotiation skills with a consultative approach in addressing partner needs
- Independent thinker with the ability to see ideas in unconventional ways
Primary Location: EG-Cairo
