Global Segment Leader, Data Center
Vor 2 Tagen
**Global Segment Leader, Data Center**:
**At ABB, we are dedicated to addressing global challenges. Our core values: care, courage, curiosity, and collaboration - combined with a focus on diversity, inclusion, and equal opportunities - are key drivers in our aim to empower everyone to create sustainable solutions. That's our story. Make it your story.**:
**This position reports to**:
Business Line Manager Sales and Solution
**Your role and responsibilities**:
Reporting to the Electrification Distribution Solutions, Global Sales & Solutions Leader but with significant alignment to other relevant Divisions & Business Lines, you will be tasked with driving the profitable growth of ABB’s Datacenter-related business through assisting all divisions in developing opportunities. You will create and lead sales strategies - products, systems and services - into all relevant stakeholders and accounts in the segment including Hyperscale & Co-Lo end users, specifiers, EPC’s, OEM’s (including PBs and industrial OEMs) and channel partners. In addition, the role will help define the appropriate product portfolio (based on ABB and relevant 3rd party) for all subsegments within the Data Center market. Collaborate with relevant Divisions and countries M&S organizations to ensure that volumes forecast, pipeline of projects and key accounts strategy are properly shared. Work closely with relevant Divisions & Business Lines to ensure our portfolio and production capacity are sufficiently meeting customer demands, both now and into the future. It will also be vital to engage with ELSE (Services) to ensure our services delivery exceeds customer expectations. Strategy - Understand the key drivers and risks for the Datacenter customers’ business and interprets the impact and opportunity for ABB. - Leads the development and implementation of the account plan and Share-of-Wallet growth plans. - Collaborates effectively within ABB to maximise cross-divisional success and drive a positive experience for the customer. - Maximise the use of ABB business tools (Salesforce) to facilitate smooth and timely flow of information related to key accounts and opportunities. (Pipelines, dashboards, Customer agreements, etc). - Facilitate regular pipeline meetings related to key datacenter accounts with all ABB stakeholders included. - Systematic identification and development of key accounts in alignment with relevant countries/regions and Divisions. - Defines and proposes targets for the key accounts & sales teams and ensures their achievement with a structured follow up across Divisions & Regions. - Sells ABB Electrification products / solutions and services - with a focus on maximizing volumes and exceeding profitability targets. - Has strong commercial acumen to be able to sell projects profitably whilst mitigating potential risks to ABB. - Directly manage the Datacentre Global Account Management (GAM) team to ensure we are effectively interfacing with key customers. - Must be adept at managing customers and ABB people at all levels of seniority - you will lead both customers and internal teams on key initiatives. - Engage with additional key stake holders such as global division presidents, (especially ELSE, ELSP-ELSB, ELDS), global division sales managers (especially ELSP/ELSB) and key portfolio/business owners (such as Power Protection, MV Switchgear, LV Switchgear, ELDS NAM and rest of ELSP/SB portfolio). - Monitors competitor activities with the accounts and ensures that ABB operates proactively and reactively to our competition. - Provide input to market price and technology changes. This position reports to Business Line Manager Sales and Solution
**Qualifications for the role**:
- Extensive commercial experience in high performing sales teams with direct involvement in systems/solutions business and knowledge of the ABB Electrification portfolio.
- Demonstrated knowledge and experience in the design and execution of commercial plans and strategies within the Datacentre market segment.
- Proven track record in designing and deploying marketing strategies and/or leading and closing large sales deals.
- Experience of skillfully coordinating the approach of opportunity capture teams not directly under your leadership, to make sure our approach is aligned to the plan.
- Entrepreneurial attitude, excellent communication skills and senior executive presence. Self-driven with networking, collaboration, and intercultural skills.
- Qualification in Engineering and/or Business Administration.
- Existing network of contacts within the Datacentre industry an advantage.
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