Eaton is a power management company with 2017 sales of $20.4 billion. Eaton provides energy-efficient solutions that help our customers effectively manage electrical, hydraulic and mechanical power more efficiently, safely and sustainably. Eaton has approximately 96,000 employees and sells products to customers in more than 175 countries. For more information, visit www.eaton.com
The Cloud and Data Center industry is a high growth market presenting a rich set of applications for intelligent power technologies. Eaton's focus on this market is a primary global initiative. The consumption of many Eaton products, solutions and services have unique characteristics in this market derived from the fact that the segment includes engagement with Global Cloud & Telco Service Providers, International Construction & Engineering, Consultants, IT Channel partners and Facilities Management businesses. The industry is in a transformative state. Consequently key players within the market have diversity both in business model and Geographic coverage.
Eaton has enjoyed a position of strength and leadership in the power quality market and specifically the UPS market. Whilst we are successfully growing this business we are seeking to accelerate its growth but also execute increased sales of a broader Segment portfolio currently founded on a premise of Intelligent Infrastructure. This includes Power Management Applications, Power Distribution solutions and bringing into play new Intelligent solutions such as Energy Storage.
The primary functions of the role will be to:
Woking closely with the Segment and Country leadership for Sales and Service in both direct sales and channel , take ownership and evolve Eatons go to market strategies across the segment and the key sub-segments. Lead and manage content creation such as value propositions, customer success stories, partner references that communicate Eaton's business value messaging.
Understand the competitive environment and help to evolve Eaton's competitiveness in both existing and emerging market opportunities such as 'The Edge'.
Demonstrate deep understanding of the market to a sub segment level. Engage with External and Internal stakeholders including relevant industry bodies to represent Eaton as an active particpant and trusted brand. Position Eaton as a market leader.
Track trends across the sub segments, identify technology implications and work cross functionally with Eaton Business units to help steer Eatons product and technology development roadmaps.
Work with the BU and Sales leadership to understand challenges and act as trusted advisor.
Identify or support development of key business partners and alliances that help to enhance Eatons ability to execute.
Working closely with the sales enablement team create content and deliver knowledge to support the field in sales and channel.
Work Closely with the Segment and Country sales organisations to support business development in target customers and partners.
Work closely with the segment Marcom lead to provide direction on market development activities
Implement the 360 segment process to drive the Data Center strategy, marketing and communication plan and the integrated segment actions
Be a Subject Matter Expert and Spokesperson. Gather Insight, Process into messaging and communicate both formally and reactively to key internal and external stakeholders.
Drive a sub-segment growth strategy in the Data Center market:
Focus on supporting continued growth in more developed markets such as Cloud Service Provider, Colocation, Next Generation Networks and IT Service Provision.
Focus on the Business development for Enterprise and Government particularly concerning the edge and micro data centres that support emerging trends such as IOT.
Drive segment marketing and communication activities with the segment Marcom leader that result in demand generation. Initiatives such as:
Develop the Customer & Partner C-Level relationships.
Support key industry events being a primary spokeperson.
Support Account Planning for Strategic Development customers including Account Based marketing
Develop a integrated segment communication plan that identifies and engages the business broadly
Drive Business Development plans to push EMEA sales & channel organization to grow profitable sales.
Drive Segment Sales plan down through country marketing and into relevant emerging markets
Help to identify end user and partner targets in markets targeted for business development.
Help Eaton respond quickly to environmental and market changes.
Drive the data center/IT offering segment roadmap with the support of the Product Lines to maximize return on investment and consistency with segment strategy:
Take ownership of New Product Introduction for the segment, working Xfunctionaly with Sales, Marcom and Product Line
Support the Product Lines when they are elaborating value proposition for New Product Development and ensure Segment Revenue commitment from Sales associated to the New Product.
University Degree or Equivalent in Engineering or Business Administration: Electrical Engineering, Computing/ IT are a benefit.
10 years+ of experience in companies within the scope of the Cloud, IT and data centre market.
Great communicator with listening ability and proficient with digital communication channels.
Ability to translate and articulate complex technology solutions as clearer business propositions.
Ability to handle multiple and different complex projects simultaneously
Ability to work in a international and matrix environment, building and leading virtual teams.
Ability to think and act strategically
Must be strongly customer-oriented
Excellent written & oral communications skills
Good presentation skills
Good interpersonal skills
Fluent in English with other languages an advantage especially German and French.
What Eaton offers:
Eaton Business System offering various tools for management and people development
Excellent working environment – safety and ethics is really important for us
Challenging projects in dynamic collaborative team
Culture & Values - Eaton is more than the products we invent and produce – the way we do business is just as important. At Eaton, our values and culture define who we are – both individually and as an organization – and direct our activities every day.