Director - Direct Sales Marketing - Schneider Electric - Lake Forest

Job description
Schneider Electric has an opportunity for the role of Director, Direct Sales Marketing (Software) in our Lake Forest, CA location. Schneider Electric Software has significant business in direct channel sales. This position is focused exclusively on the efforts needed to support the Go-to-Market associated with direct sales. Those sales typically have a higher price point, longer sales cycle and involve services and/or a partner ecosystem.


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Responsibilities
Sales enablement for direct sales including:
Work closely with Executive and Regional Sales management to define marketing initiatives to support growth plans for each region
Work closely with Executives of the applicable Lines of Business (LOB’s) to define marketing initiatives to support growth plans. Reconcile and align LOB plans with regional growth plans.
Development of sales strategies, collaterals and tools appropriate to achieve growth goals for assigned products, services, solutions and industries
Work closely with the regional marketing teams to drive lead generation and adoption of appropriate sales strategies.
Management of the “brand” associated with direct sales (presumably that is directly in line with the overall SE brand). Ensure the SE Software website is on brand, message and effectiveness.
Drive the adoption of value based sales methodologies into the sales process where appropriate. Create and evangelize associated tools (value assessments etc.)
Leverage marketing communications team to
Deliver appropriate marketing campaigns and lead generation activities for assigned products, industries and solutions
Drive and/or support the appropriate event plans to achieve sales and lead gen objectives
Utilize PR/AR/social to build market awareness for assigned products, industries and solutions.
Support the definition of product, solution and service positioning strategies specific to assigned industry verticals. Be a change agent for the adoption of more industry specific positioning, messaging and sales strategies. The ideal candidate will have a strong industry and solutions marketing background.
Definition and deployment of global lead and demand management processes and tools appropriate for big ticket, long lead time, direct sale cycles. Develop and champion the metrics, KPI’s and reporting mechanisms to track the effectiveness of lead generation program through to win/loss/return.
Definition, deployment and ownership of product, solution and services launch management process for assigned products. Creation of content for product, solution and services launches; and sales and partner enablement
Be an effective member of the SE Software Marketing and Management team.
Other duties as assigned

Key Working Relationships
Software Business Leadership team
Sales executives and management
SE Global Marketing and Segments teams
SE Software Marketing team
Ecosystem partners such as SI’s
KPIs
Achievement of assigned associated revenue goals
Total assigned pipeline, marketing initiated pipeline, leads conversion ratio (% of leads converted to qualified pipeline) and percentage of highly qualified opportunities accepted by sales
Quality and consistency of all external collaterals, coverage of portfolio by customer success stories and references
Quality and cost of assigned product, solution and service launches
Adoption of Value based sales methodology across the team and the impact of that on pipeline and revenue growth.
Competencies Required
Strong marketing background and execution capabilities , preferably in a growing technology company
Knowledge of MES, APS, Simulation, Information and OTS products strongly preferred. Awareness of HMI, Scada and automation markets desirable.
Sales background: carried a quota as a sales person, sale manager or presales/technical sales role in a direct sales model software company
High degree of creativity, and domain knowledge
Excellent communication skills, written and verbal
Collaboration mindset and ability to handle complex regional structures
Management maturity and problem solving ability
Manage a globally distributed team
Must possess technology and industry marketing experience
Work Experience and Education
At least 15 years of experience in a software marketing, handling a broad range of marketing functions
BS in Engineering / Management, with an MBA with strong marketing background preferred
Location
Preferably based in Lake Forest CA but open for the right candidate
Will require travel to global locations

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