Senior Strategic Account Manager - Solution Engineer

Client of Talentmate

We are seeking an experienced Senior Strategic Account Manager Solution Engineer to join our team in Dubai.

The primary objective of this position is to propel Eaton towards becoming the leading company in the Electrical industry. This will be achieved by managing our reputation and driving growth in complex, multi-country, multi-product C&I projects. The role is inherently engineering-focused and demands a candidate with a solid engineering background to effectively contribute to the technical and commercial aspects of our projects.

The Senior Strategic Account Manager - Solution Engineer will be tasked with growing Eatons revenue within large end-user projects by identifying and securing profitable new business directly with clients. To maintain an external client focus, the individual will also collaborate internally with regional and global account managers, the central account support team, the bid response team, business units, functional units, segment marketing, and country sales organizations.

Furthermore, the individual will be responsible for executing regional and global strategies at the client account level. This includes identifying key accounts, consultants, and contractors who can influence and unlock commercial opportunities for Eaton. A thorough experience and a proven track record of success in pursuing large projects within the C&I industry are essential for this role.

In addition to being assigned to a number of accounts, the Senior Strategic Account Manager - Solution Engineer may occasionally find or be assigned single opportunities of interest. The role requires adherence to segment-defined processes for opportunity identification, qualification, client requirement analysis, and value proposition creation. The individual will also oversee the technical engineering and commercial bid response and the overall client tendering process.

To perform effectively, the Senior Strategic Account Manager - Solution Engineer must maintain sufficient market and competitor intelligence, understand client and market primary trends and requirements, and comprehend how the competition addresses them. It is crucial for the individual to be highly proficient at communicating Eatons differentiated value at the company, product, and service levels.

What You ll Do

• Establish, own, and continuously develop an agreed-upon and sponsored commercial Account Plan. This plan should be engineered and designed to meet our targets across sales, orders, pipeline, sales product mix, margin/profitability, and contacts across key functions and levels. Identifying opportunities for account growth and developing strategies to capitalize on them is essential. Building positive relationships with all account decision-makers and influencers who impact current or future business with Eaton is a priority across: a) Sales, Orders, Pipeline b) Sales Product Mix c) Margin/Profitability d) Contacts across key functions and levels
• Finalizing the commercial process and securing purchase orders and framework agreements is essential. Overseeing the effective handover to post-order project management, product services, and customer support teams ensures smooth transitions and client satisfaction. Maintaining oversight of all commercial-related engagements for customer success and our performance as a vendor is crucial.
• Be highly knowledgeable about our clients business, commercial conditions, structure, strategy, operations, and challenges. Should be able to articulate this in terms of opportunity, growth, and risk concerning Eatons business. Similarly, being highly knowledgeable about Eatons products, services, general business, structure, strategy, and operations is necessary to articulate the engineering value to the clients business.
• Be an effective advocate and communicator of the benefits of supporting our assigned accounts within Eatons organization and within the client account organization. Reposponsible for reporting account numbers, being continuously aware of targets and current business levels within the account.
• Collaborate effectively with other sales and stakeholders at the function, country, region, and global levels is necessary. This collaboration helps gain and provide support so others can function and meet their responsibilities to the account. Providing all internal stakeholders and functional departments the account-specific guidance and insights required for them to execute their role and add value to the client is essential.
• Build a multi-lane bridge between Eaton and the client organization. This includes working with R&D, Product Managers, BU Engineers, BDM, Marketing, PMO, Services, Engineering, R&D, Sales Operations & Order Management, Supply Chain, Leadership & Executive Management. Requesting and supporting marketing campaigns (ABM) and activities that can grow Eaton-to-Client relations and business is also part of our role.
  
  
  

Qualifications

• Bachelors degree in Engineering Specialized Electrical, Industrial or Electromechanical.
• 15+ years of related experience in the electrical industry, preferrably within Life Safety - Fire and Emergency Lighting, LV and MV Switchgears and Transformers and UPS Software
  
  
  

Skills

• 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.
• Strong executive presence and ability to relate well as a peer to leaders of target customers
• Must be able to take a leadership role in managing complex situations
• Must be able to identify and implement new tools and processes
  
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