For our Data Centre Segment Sales team in South Africa, we are looking for a Key Account Manager for Data Centre Accounts, who will follow the segment defined processes for opportunity identification, qualification, client requirement analysis, and value proposition creation.
In this role, you will oversee the technical and commercial bid response and the overall client tendering process. You will perform effectively and maintain sufficient market and competitor intelligence.
The role requires understanding the client's expectations, market primary trends and requirements, how competition addresses them, and how Eaton uniquely and preferentially meets them.
To perform effectively, in this role, you shall be highly proficient at communicating Eaton's differentiated value at company, product, and service levels.
The role reports to the Data Center Team Leader for Sub-Sahara.
Hybrid working solutions are available for our office in Johannesburg.
Travel rate is up to 50% of the working time, predominantly in the Gauteng area but it may cover other regions in South Africa and countries in the region.
Role responsibilities:Establish, own, and execute a continuously developed commercial Account Plan that meets the targets set across:Sales, Orders, PipelineSales Product MixMargin/ProfitabilityContacts across key functions and levelsIdentify & build positive relations with all account decision makers & influencers who impact current or future business with Eaton.Understand in-depth & articulate the client buying process.Identify, engage, and 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 the commercial process and secure purchase orders and framework agreements.Oversee effective handover to post-order project management, product services & customer support teams.Maintain oversight of all commercial related engagements for customer success/satisfaction and our performance as a vendor.Knowledgeable on clients' business, commercial condition, structure, strategy, operations, and challenges. Be able to articulate this in terms of opportunity, growth, and risk with respect to Eaton business.Be an effective advocate and communicator of the benefits in supporting your assigned accounts within the 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 stakeholders 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) & activities 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.Related experience in the Data Centre business is required.Demonstrated ability to inspire and coordinate others as the position requires an entrepreneurial spirit, high degree of customer affinity, and a very strong ability 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.Diversity-oriented.Fluent in English is required.Availability to travel up to 50% of the working time.What we offer: Competitive compensation and benefits package.Challenging projects in a dynamic collaborative team.Flexible working solutions (home office) are implemented across different EMEA locations; check with the site HR what type of flexible working solution is available for this role.We make your aspirations matter – Eaton encourages internal promotion whenever possible and 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 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, color, 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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