Eaton

Power management leader for electrical systems

Data Centre Strategic Accounts Manager - Sales

Account ManagementConfirmed live in the last 24 hours

Full-timeGreater London, UKNo salary listed

About the Job

Requirements

A Bachelor's degree or Higher Diploma in Science or Engineering, or equivalent Data Centre industry experience.
Relevant experience in the Data Centre business is required.
Demonstrated ability to inspire and coordinate others, with an entrepreneurial spirit, strong customer affinity, and the ability to influence others.
Demonstrable knowledge of Data Centre design and operations; a technical and engineering presence is preferred.
Ability to relate well as a peer to leaders of target customers.
Knowledge of how to identify and implement new tools and processes.
Ability to judge when to support, lead, listen, and direct.

Responsibilities

Grow Eaton's revenue within large international Data Centre operating companies by identifying and booking profitable new business directly with clients.
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 to maintain external client focus.
Execute the Data Centre regional and global strategy at the client account level and identify accounts, consultants, and contractors that can influence and unlock commercial opportunities for Eaton.
Manage assigned accounts and, occasionally, individual opportunities of interest.
Follow segment-defined processes for opportunity identification, qualification, client requirement analysis, and value proposition creation.
Oversee the technical and commercial bid response and the overall client tendering process.
Maintain market and competitor intelligence; understand client and market trends and requirements, how competitors address them, and how Eaton meets them distinctively.
Communicate Eaton's differentiated value at company, product, and service levels.
Establish, own, execute, and continuously develop an agreed and sponsored commercial account plan covering sales, orders, pipeline, product mix, margin and profitability, and contacts across key functions and levels.
Build positive relationships with account decision makers and influencers who affect current or future Eaton business.
Understand and articulate the client's buying process.
Identify, engage, and secure revenue opportunities within assigned accounts.
Understand and capture client challenges and requirements, and resolve them with reference to Eaton's portfolio.
Oversee and align commercial and engineering tender responses with client requirements.
Finalize the commercial process and secure purchase orders and framework agreements.
Oversee effective handover to post-order project management, product services, and customer support teams.
Maintain oversight of commercial engagements related to customer success and satisfaction and Eaton's performance as a vendor.
Understand clients' business, commercial condition, structure, strategy, operations, and challenges, and articulate related opportunities, growth, and risks for Eaton.
Advocate effectively within Eaton for supporting assigned accounts and communicate the value of that support.
Know and report account figures; monitor targets and current account business levels, including year-to-date and forecast order intake and revenue.
Report both account narratives and figures.
Collaborate with sales colleagues and stakeholders at functional, country, regional, and global levels to gain and provide support for account responsibilities.
Provide internal stakeholders and functional departments with account-specific guidance and insights to help them execute their roles and add value for clients.
Build connections between Eaton and client organizations, including R&D, product managers, business-unit engineers, business development managers, marketing, project management office, services, sales operations and order management, supply chain, and leadership and executive management.
Request and support account-based marketing campaigns and activities to grow Eaton's client relationships and business.

Desired Qualifications

Demonstrable knowledge of Data Centre design and operations, with a technical and engineering presence preferred.

Unlock Your Potential at Eaton: Where Diversity Drives Innovation. No matter where you come from, your aspirations matter to us. We believe in the power of different perspectives, experiences, and backgrounds to ignite innovation and drive success. We're in the business of empowering people, and that includes you. Your journey here is not just about a job; it's about a shared vision for a brighter, more sustainable future.

For our Data Centre Segment regional Sales team we are looking for a Data Centre Strategic Accounts Manager who shall grow EATON’s revenue within large international Data Centre operating companies.

The person is expected to identify and book profitable new business directly with these clients. For the purpose of maintaining external client focus, the person shall also function collaboratively internally with other regional and global account managers, central account support team, bid response team, business units, functional units, segment marketing and country sales organizations.

The person will be responsible for the executing the Data Centre regional & global strategy at the client account level. In doing so, they shall identify which accounts, consultants, and contractors can influence and unlock commercial opportunities for EATON. The individual must have a thorough experience and a track record of success in the Data Centre industry.
In general, the person shall be assigned to a number of Accounts but occasionally may also find, or be assigned, to single opportunities of interest.
The person shall follow the segment defined processes for opportunity identification, qualification, client requirement analysis and value proposition creation. The person shall oversee the technical and commercial bid response and the overall client tendering process.
To perform effectively, the person shall maintain sufficient market and competitor intelligence. They shall understand client and market primary trends and requirements and understand how competition address them and how Eaton uniquely and preferentially meets them.
Also, the person shall be highly proficient at communicating EATON's differentiated value at company, product and service levels.

Location: remote for Greater London Area

Responsibilities:

Establish, Own, Execute continuously develop an agreed, sponsored commercial Account Plan that can meet the targets set across:
- Sales, Orders, Pipeline
- Sales Product Mix
- Margin/Profitability
- Contacts across key functions and levels
Identify & build positive relations with all account decision makers & influencers who impact current or future business with Eaton
Understand in-depth & be able to articulate the client buying process
Identify, engage, secure revenue opportunities within assigned Account(s)
Understand & Capture clients challenges & requirements and resolve with reference to Eaton portfolio
Oversee and align the commercial and engineering response to tenders to client requirements
Finalize commercial process and secure purchase orders and framework agreements
Oversee effective handover to post order project management, product services & customer support teams
Maintain oversight to all commercial related engagements for customer success/satisfaction and our performance as vendor
Knowledgeable on clients business, commercial condition, structure, strategy, operations and challenges. Be able to articulate this in terms of opportunity, growth, risk with respect to Eaton business
Be an effective advocate and communicator of the benefits in supporting your assigned accounts, within Eaton organization
Know and report your account numbers. Be continuously aware of targets and current business levels within the account for both 'year to date' and forecast for order intake & revenue information.
Responsible for reporting the narrative & the numbers
Collaborate effectively with other sales and stakeholders at function, country, region and global level. To both gain and provide support so others can function and meet their responsibilities to the account
Provide all internal stakeholder and functional departments the account specific guidance and insights required so that they can execute their role and add value to the client
Build a multi-lane bridge between Eaton and the client organization. This may include R&D, Product Managers, BU Engineers, BDM, Marketing, PMO, Services, Sales Operations & Order Management, Supply Chain, Leadership & Executive Management
Request & Support marketing campaigns (ABM) & activity that can grow Eaton to Client relations and business

Qualifications:

Bachelor’s Degree or Higher Diploma in Science or Engineering or equivalent Data Centre industry experience
Relevant experience in the Data Centre business is required
Demonstrated ability to inspire and coordinate others as the position requires entrepreneurial spirit, high degree of customer affinity and a very strong to influence others
Demonstrable knowledge of Data Centre design and operations, a technical and engineering presence is preferred
Able to relate well as a peer to Leaders of target customers
Knowledgeable on how to identify and implement new tools and processes
A well rounded professional who knows When to support, When to lead, When to Listen and When to Direct

What we offer:

Competitive compensation and benefits package
Challenging projects in dynamic collaborative team
Flexible working solutions (remote, flexible working hours, compressed week, part time etc.)
We make your aspirations matter – Eaton encourages internal promotion, whenever possible
We make your growth matter - We invest in our employees for the long term – not just with salary and benefits, but with ongoing learning and development opportunities made available through Eaton University
We make your contributions matter - reliability, safety, efficiency, and sustainability are at the core of our dedication to improving people’s lives and the environment through power management technologies
We make your wellbeing matter – We put your health and safety first. Wellness at Eaton is more than a program, it’s about changing the environment by offering the right tools to help empower employees to make that happen

We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.

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About the Company

Eaton

Power management leader for electrical systems

Eaton designs and sells electrical power management products and services for data centers, utilities, aerospace, and other industries. It provides hardware like switches, circuit breakers, transformers, and distribution equipment, plus software and services to monitor, protect, and optimize power flow from generation to end use. It combines an end-to-end power management portfolio with a long history of acquisitions to be a broad, globally integrated provider. Its goal is to enable reliable, efficient, and safe electrification across industries by improving energy management and resilience.

Company size: 10,001+
Company stage: IPO
Headquarters: Dublin, Ireland
Founded: 1911

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