Vice President EMEA Segment Sales for Data Center

Vice President EMEA Segment Sales for Data Center

Eaton’s EMEA Sales & Marketing organisation is seeking a Vice President EMEA Segment Sales for Data Center.

What you’ll do:

Eaton Corporation is seeking a Vice President EMEA Segment Sales for Data Center to join our EMEA Electrical Sector Sales and Field Marketing organization. Reporting to the VP EMEA Sales & Marketing, the leader will be responsible for defining and driving execution of sales and market strategies for Datacenters across the EMEA region. They will lead the development and implementation of technology, process, and talent strategies across the organization to support the achievement of our objectives.

This role is responsible for driving Eaton's success and standing the data centre industry. They will build and manage a commercial team that is highly proficient in securing and delivering products, services & solutions into often large, multi-country, complex and mission-critical data center projects. The leader is responsible for Data Centre Segment sales and business growth across the EMEA region, covering large national and international Hyperscale, Colocation and Enterprise data centers. As the commercial leader, they are expected to directly manage an extended sales team and to ensure effective collaboration across various internal stakeholders, namely product business units, quotation engineering, project management and services, segment marketing and country sales organisations. The business focuses on customer account management and ensuring effective engagement with consultants and contractors, achieved through formal, structured engagement programs. As the majority of customers are international, part of this role is ensuring effective support and liaison with other Eaton regions (APAC, Americas) together with the Global Segment Market lead.

Job Responsibilities:

Business Performance: Responsible for Eaton's overall Data Center commercial performance in terms of sales revenue, growth, profitability and market share. Responsible for reaching Eaton commercial targets in the Data Center segment. Responsible for ensuring success across the full breadth of Eaton's Data Center portfolio i.e. critical electrical power systems and digital systems. Ensure growth in terms of the number of clients and countries served. In order to achieve this success, effective collaboration and team work is required across all supporting functions such as quotations and bid response, project management, commissioning and post installation services. This commercial oversight is an key responsibility as it assures continued commercial success.

Sales Management: Responsible for building, supporting and managing the performance of a direct sales team. This team generally consists of key account managers spread across EMEA. Responsibility for the creation, communication and implementation of an effective sales growth plan and the associated customer account plans. Key metrics being revenue growth, profitability, new account acquisition, new territories, overall sales proficiency. Ensures effective reporting of the above to Segment and Regional Leadership. Effectively collaborates with the other regions to support global account business and the associated global accounts program.

Commercial Management: Oversee and support the overall effectiveness and the segment appropriate nature of key adjacent functions for example tender proposals, commercial offers and contracts, project management, services and marketing. Responsible directly and indirectly to secure Eaton interests through effective negotiation with both internal and external groups and for building the essential credibility and trust with clients and stakeholders.

Data Centre Strategy: Engage and support the Data Center segment strategy market leader, and the various business units with attributes of the Data Center market and customers that impact Eaton at product, application and offer level. Oversee the effective operation and utilization of engineering quotation engineers for generating tender proposals and commercial offers.

Pre-Sales Engineering: Support and manage the pre-sales engineering team. This team is responsible for working with clients, consultants and contractors covering all the engineering aspects of Eaton's portfolio with respect to Data Center design, build and operations. In addition to securing spec position with clients this team shall play a vital role in delivering on Eaton engineering value proposition.

Extended Account Teams: In order to ensure client success, key account managers build cross-functional extended account teams. Responsible to oversee and support key account managers in this regard and ensure that effective teams are formed. This is essential for large multinational projects and accounts.

Qualifications:

Education level required: Bachelor's degree in Science or Engineering

Years and area of experience required: 10+ years of related experience in the 3 phase UPS Data Center business

Skills:

Technical knowledge: Demonstrated ability to inspire and coordinate others. The position requires entrepreneurial spirit, a high degree of customer affinity and very strong influencing skills. Strong executive presence and ability to relate well as a peer to leaders of target customers. Must be able to take a leadership role in driving change. Must be able to identify and implement new tools and processes.

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.