Strategic Account Manager, Whitespace

What you’ll do:

Position Overview: 
The Whitespace Strategic Account Manager for hyperscale customers will be responsible for developing and implementing plans and programs for developing sales growth for named accounts and the market segments they serve. One will drive improved engagement with these key accounts by utilizing all Eaton sales resources, products and solutions to drive growth. The role will be responsible for identifying opportunity and driving specifications for white space solutions inclusive of Eaton’s rack enclosures, cable management, containment, rack power distribution and busway product offerings.   
 

In this function you will: 
•    Identify and develop areas for growth with Eaton’s whitespace product portfolio within named hyperscale organizations
•    Develop relationships with new and existing key leadership and work closely across Eaton ecosystem to improve engagement and sales growth
•    Serve as a liaison between Eaton distributed infrastructure sales organization and the hyperscalers at all levels of the organization
•    Define the overall strategy for the hyperscale integrator accounts and work closely with the Eaton field project management to implement sales plans and manage multi-site order rollouts to achieve sales growth targets and address market gaps
•    Build and maintain a strong pipeline over one to three (1 to 3) years, aiming to achieve our annual sales and financial targets, providing annual forecasts for owned accounts
•    Drive change to improve processes and effectiveness that will eliminate roadblocks to sales growth and engagement; drive all elements to completion and full resolution by working independently
•    Drive improvement of managing forecasting, procurement and on-site project management to optimize customer satisfaction and expand market share percentage within owned accounts
•    Provide voice of customer to product management team around whitespace customer needs to build upon new product introduction in a fast-paced environment

Qualifications:

Required (Basic) Qualifications: 
•    Bachelor’s degree from an accredited institution
•    Minimum seven (7) of electrical industry sales and/or marketing experience
•    No relocation is offered for this position. Active-Duty Military Service member candidates are exempt from the geographical area limitation.
•    Possess a valid driver’s license

Preferred Qualifications: 
•    Experience in Salesforce, SAP and CPQ digital tools
•    Multi-channel go-to-market experience (ex: IT, electrical, datacom, etc.)

Skills:

Position Criteria: 
•    Possess excellent communication skills
•    Must be able to work in the United States without corporate sponsorship now and within the future
•    Experience successfully managing channel partners in the electrical, IT, datacom or related industry
•    Ability to forge strong and lasting relationships between Eaton and hyperscalers for optimal results
•    Strong understanding of business fundamentals and financials
•    Ability to communicate effectively with all organizational levels
•    Effectively manage and prioritize use of time
•    Product knowledge, market knowledge and established customer relationships
•    Strong business acumen and strategic agility to pivot based on market demands
•    Successful track record of building strong customer relationships
•    Understanding of competitors’ strategies, technologies and capabilities
•    Presentation skills, interpersonal skills and team building skills
•    Strong orientation toward digital mindset 
•    Strong understanding of how data centers power and physical infrastructure function effectively
•    Exhibits understanding and resiliency in getting results
•    Capability to influence without authority
•    Ability to travel up to 25%