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About the Role
The Key Account Manager (KAM) is a technical sales leadership role responsible for managing relationships with nominated Strategic and Multi Country Targeted Accounts in Japan. This role involves developing relationships within existing named accounts, identifying and influencing key decision-makers up to C-Level, and managing the commercial strategy for targeted accounts. The KAM will lead the selling of complex solutions, drive the sales cycle from presales through execution, and align internal and external partners to meet customer needs.
Responsibilities
- Develop relationships with key decision-makers within nominated accounts and their associated ecosystem of consultants and contractors.
- Act as the opportunity leader for major projects, managing a virtual team to ensure successful outcomes.
- Process and analyze feasibility assessments for bid and contract documents.
- Build strong working relationships with Segment and Country leadership to develop and drive account-winning strategies.
- Foster strong relationships with country/cluster stakeholders and lead Sales, Presales, Tendering, and Execution professionals.
- Consult with customers to shape opportunities and optimize offered value.
- Map key decision-makers at customers or prescribers.
- Adhere to the Customer Project Process (CPP), sales best practices, and maintain accurate account profiling and CRM records.
Requirements
- Extensive experience in identifying and influencing key decision-makers up to C-Level.
- Experience in selling within a matrix organization.
- Good internal stakeholder management skills.
- Understanding of the Hyperscale Datacenter and Colocation Segments, key business drivers, technologies, and market value chain.
- Ability to translate technical knowledge into business language and articulate it within a client environment.
- Demonstrates technical sales (direct and indirect) experience.
- Strong track record of capability to manage and grow accounts.
- Understanding of account management, customers, sales channels, and third parties.
- Demonstrates experience in detecting and discussing industry and customer pain points and proposing high-value solutions.
- Basic knowledge of building automation, mechanical systems, electrical distribution, critical power, and associated services.
- Business level fluency in both English and Japanese languages.
Skills
- Ability to mobilize and manage networks and remote/virtual teams.
- Ability to navigate complex matrix organizations in a multicultural environment.
- Ability to understand and animate complex ecosystems of influencers.
- Strong initiative, self-starter, and highly organized.
- Successful track record in establishing local customer intimacy through connections at executive level and key decision-makers.
- Strong ability to understand complex requirements.
- Ability to clearly communicate client needs.
- Ability to challenge clients on solutions.
- Ability to translate solutions into business value.
- Ability to politically navigate through an organization.
- Balancing interactions with Key Decision Makers and reaching senior executive/C-Level ranks.
- Strong influencing skills.
- Intercultural skills.
- Tenacity.
- Resilience.
- Emotional intelligence.
Location
- Japan
Work Type
- Full-time
Experience Level
- Extensive experience
- Senior
About the Company
- Schneider Electric has €40 billion in global revenue, +9% organic growth, and over 150,000 employees in 100+ countries.
- Schneider Electric's culture is built on IMPACT values: Inclusion, Mastery, Purpose, Action, Curiosity, Teamwork.
- The company aims to help employees turn sustainability ambitions into actions, contributing to a more resilient, efficient, and sustainable world.
- Schneider Electric is looking for 'IMPACT Makers' who turn sustainability ambitions into actions at the intersection of automation, electrification, and digitization.
- Schneider Electric aspires to be the most inclusive and caring company in the world, providing equitable opportunities and ensuring all employees feel valued and safe.
- The company mirrors the diversity of the communities in which it operates and champions inclusivity.
- Schneider Electric upholds high standards of ethics and compliance, with a Trust Charter serving as its Code of Conduct, demonstrating commitment to ethics, safety, sustainability, quality, and cybersecurity.
Equal Opportunity
- Schneider Electric is an Equal Opportunity Employer.
- It is our policy to provide equal employment and advancement opportunities in recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct.