Job Title: Regional Business Development Director – Data Center Segment #074219
If you desire to be part of something special, to be part of a winning team, to be part of a fun team – winning is fun.
We are looking forward to a Regional Business Development Director – Data Center Segment in Eaton’s electrical business, based in Singapore.
In Eaton, making our work exciting, engaging, meaningful; ensuring safety, health, wellness; and being a model of inclusion & diversity are already embedded in who we are - it’s in our values, part of our vision, and our clearly defined aspirational goals.
This role is responsible for driving Eaton Electrical Sector sales strategy and success for the Data Center vertical market segment in Asia Pacific by working closely with regional / local sales organizations and aligned with the global and regional segment growth strategy. Prepare and execute target account growth plans including specification development and actions at key value chain members and influencers. Act as the primary customer interface and develop a keen understanding of the assigned accounts business needs and drivers, decision making process and buying behavior and for leading the development and delivery of specifically tailored value propositions, accurate, recommended solution proposals and complete, customer life-cycle services. Solutions will encompass Eaton’s entire electrical offer portfolio consisting of Products, Systems, Solutions and Services and may also include the complete, ONE EATON portfolio where appropriate by customer.
This role must have expert knowledge of the Data Center segment, technology, opportunities, problems, business drivers and competitors for each assigned customer. He/She is expected to develop and sustain relationships up to and including C-level executives within his assigned accounts in centralized engineering, operations, IT, risk management and procurement. This role sets the strategy for overall business growth for the assigned accounts and through developed domain expertise and activities that include but are not limited to voice of customer feedback, fostering teamwork and the support/development of complete proposal packages, value proposition creation, alliance development/commercial agreements/pricing and negotiation with key decision-makers necessary to drive growth.
This person would be responsible as our customer’s single point of contact in managing global Multi-Tenant Data Center key accounts. He / She must be a strong leader able to coordinate, align, influence externally and internally stakeholders with global / regional / Vertical and country sales teams to get things done through others without direct authority.
The position will also work with countries to accelerated Data Center growth plans in East Asia. East Asia consist of 14 countries, including Malaysia, Indonesia, Singapore, Philippines, Thailand, Myanmar, Laos, Cambodia, Brunei, Vietnam, Taiwan, Japan, Korea, Mongolia and Bangladesh.
This exciting role offers opportunity to:
Account relationship management involving account resources at appropriate decision making level with titles up to and including C-level executives. On-going assessment of relationship efficiency and effectiveness, insuring Eaton is in the best position to win profitable business.
Develop, maintain and project manage an account business plan for each account, specifying total opportunity at the account, areas where we have the greatest likelihood of success, key decision makers, competitors, likely buying factors, recommended actions, and status of priority initiatives.
Provide required status and results reporting on a monthly, quarterly and annual basis. Results and measurements will include quantitative and qualitative measures (revenue / orders, End-to-End profitability, extended portfolio, further strategic account development by defining mutual innovations and solutions projects, relationship development, etc.).
Lead, coordinate and define a single, action oriented, account plan including input from all members of the regional/country sales, service and support team assigned and associated with the client(s) and as mutually agreed, where appropriate, by the assigned accounts. Establish domain expertise in strategic customer’s business, then develop and sustain relationships including high level contacts within assigned accounts.
Lead and oversee the development of proposals, value propositions, alliances and contract negotiations with assigned accounts.
Build, and then lead an ‘account team’ in support of assigned accounts. Leverage and coordinate resources including general sales force, product and commercial marketing, division operations, services and segment managers to achieve sales objectives.
Ensure connections with any 3rd parties (consulting engineers, EPCs, contractors, manufacturers of ‘adjacent’ equipment) who have, or could have, significant influence at assigned Strategic Accounts.
Engage the customer in new product/service development initiatives. Assure accounts are ‘top of mind’ within Eaton for customer focus groups in new technology development. Solicit their support in serving as a beta site for new offers and a reference case for accounts with similar applications.
Provide leadership and input to marketing and operations to develop product and services solutions relevant to the accounts, assuring priority in product needs roadmap, as well as go to market strategies for the datacenter segment.
Establish Eaton as a leader in the datacenter industry community. This role must be capable of serving as Eaton’s primary spokesperson in the industry and be viewed as a credible peer of key industry executives.
Responsible for customer relationship review process for accounts as part of the voice of customer process.
Bachelor of Science in Engineering or Business
7-10 years related experience in sales and/or business development
Key account selling in the Data Center industry in East Asia
Previous major account selling experience required
Experience in Data Center industry.
Strong communication skills in both written and verbal
Strategic thinking and planning with strong commercial and financial acumen.
Strong organizational, communication and project management skills
Experience in the electrical infrastructure of the Data Center industry, preferably with industrial power protection solutions.
Experience with UPS, power distribution systems and/or power electronics highly desirable.
Ability to multitask, complete projects with tight deadlines and proven product management experience. Good balance of technical and commercial acumen
Must be experienced in competitive benchmarking of features and price, new product requirement definition, business plan development, value proposition development, new product launch, forecasting
Must also be experienced with customer meetings and presentations.
Ability to work in a matrix organization, in virtual teams (across different locations), and cross-cultural environments
Ability to learn, articulate, and support complex products and technologies
Ability to think and act strategically
Excellent presentation, verbal and written skills
Strong data mining and analysis skills
Proficient with Microsoft Excel and PowerPoint
Yes! Because you are the one we are looking for, we hope to hear from you now!
Job tag: *LI-NX1
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.
Region: Asia Pacific
Organization: EA East Asia
Job Level: Individual Contributor
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, 10 % of the Time