Eaton Careers

NZ Country Manager

Auckland, New Zealand
Sales

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English

Job Description

PRIMARY FUNCTION:
This position is responsible for leading, managing and growing the brand, sales and operations of the Eaton Power Quality business in New Zealand through our Channel and Alliance Partners.
This person will lead Eaton New Zealand’s efforts through vision and motivation to ensure that business is increased and sustainably developed through these strategic channel partners.
 
  1. This person is to systematically work towards ensuring that Eaton Electrical solution, software and services are the preferred offer in the New Zealand Channel market.
  2. This will to be achieved by:-
  • Building the EATON brand awareness.
  • Empowering the New Zealand Channel to successfully deliver the EATON value proposition.
  • Developing a highly motivated and skilled internal team which is driven by clear vision, strategy and carefully crafted business plans.
  • By providing the best customer experience in the New Zealand market for critical infrastructure solutions and services.
 
  1. Key tasks include engaging and developing Distribution and System Integrator Partners, development of key contacts and sponsors, identification of all opportunities to build a funnel, and close opportunities systematically so as to maximise share of wallet within these partner accounts.
 
  1. Responsibility involves developing, leading, mentoring and managing the team to enable them to develop relationships inside these targeted organisations at all decision-making and influencing levels, increasing share of served and available opportunity within the account for Eaton, as well as weakening competitor strongholds within the accounts.
  2. Efforts include identifying, exploring and closing opportunities for integrated electrical solutions for data centre’s and technology roll outs.
 
  1. Externally this role is expected to manage the business relationships at a senior level of the Distribution and System Integrator partners, through experience and having a good knowledge of the fundamental business drivers of the Channel business.
 
This position works closely with the following key internal parties:
  • Australian Channel & Distribution Team
  • Enterprise Sales Team
  • Service team
  • Solutions Engineers
  • Finance Team
  • Order Management Team
  • Marketing Team
 
 
ESSENTIAL FUNCTIONS:
List the essential functions (i.e. key responsibilities with expected end results), which must be accomplished in order  to fulfill the purpose  of your position as described above : (5-8 points approx)
Strong visible leadership
Managing Developing Distributors & System Integrators
  • Strong advocacy for Eaton values
  • Strong contributor to Eaton ANZ Performance Culture
  • Positive role model for all Eaton employees
  • Build Eaton’s brand in front of customers
  • Lead and coach the team in effective partner development practices to enable them to:-
    • Develop and implement strategies to drive channel partner enablement and capability.
    • Develop and implement strategies to increase brand awareness and mind share for EATON in the channel.
    • Uncover and close power quality and energy management business opportunities within partner accounts
    • Develop opportunities to get translated into working (real) funnel valued at 3-5 times expected revenue goals on an on-going (quarterly/annual) basis
    • Effectively map and review a partner’s pipeline together, to show where and how the EATON offer can complement their solution and increase their average order size.
    • Develop and implement a detailed business plan for each Tier 1 or Alliance partner.
    • Effectively facilitate the interaction of the partner sales team to the EATON enterprise sales team to enable and maximise collective success.
  • Engage directly at senior levels of the “Tier 1 Integrators & Alliance Partners” to ensure that both parties strategic intent is understood and as much as possible aligned.
  • Closely provide direct sales support on large or strategic opportunities.
Alliance Partners
Reporting
Marketing Engagement
Solution Sales Team Collaboration
  • Establish local relationships with all Strategic Alliance partners including EMC, VMware, Nutanix etc.
  • Implement Alliance Programs developed in Eaton NAM to drive business value through alliances.
.
  • Report effectively on achievements, forecast and assistance required for the Solution Sales team.
  • Use reporting tools (e.g. Customer 360, Oracle) as the source and archive for all data, actions, commitments, and tracking of business
  • Work closely with the Marketing team to ensure that we effectivly build Eaton brand awareness through leverging our alliance partnerships.
  • Collaborate closely with the Solution Sales Team to ensure Strategic Partner alignent to key focused segements.
Vision & Strategy
  • Being an active participant in developing and implement the ANZ Power Quality Vision & Strategy

Qualifications

Need high caliber candidate to fill role. Strong leadership, sales discipline and external stakeholder relationship management skills are essential.
This role needs to have experience in working in a tier1 IT system integrator,
This resource needs to be technically competent in Power Quality solutions as well as solid knowledge of the IT technology layer.
They must understand the dynamics of both the IT channel and electrical channel ecosystem in Australia.
This role requires the ability to build strong relationships with wide range of roles (from field staff to chief executive) within the target customer and channel partner organizations and to then leverage these relationships to further Eaton’s agenda.
Role also requires ability to build strong relationship with wide range of roles within Eaton.  In particular it is critical that role is in regular contact with the Australian and APAC Product And Channel teams.

We make what matters work. Everywhere you look—from the technology and machinery that surrounds us, to the critical services and infrastructure that we depend on every day—you’ll find one thing in common. It all relies on power. That’s why Eaton is dedicated to improving people’s lives and the environment with power management technologies that are more reliable, efficient, safe and sustainable. Because this is what matters. We are confident we can deliver on this promise because of the attributes that our employees embody. We’re ethical, passionate, accountable, efficient, transparent and we’re committed to learning. These values enable us to tackle some of the toughest challenges on the planet, never losing sight of what matters.

Job: Sales

Region: Asia Pacific
Organization: ANZD AustraliaNew Zealand Division

Job Level: Manager
Schedule: Full-time
Is remote work (i.e. working from home or another Eaton facility) allowed for this position?: Yes
Does this position offer relocation?: No
Travel: Yes, 25 % of the Time

Requisition ID: 058953