NeoCloud Global Account Manager – Services

The NeoCloud Global Account Manager (GAM) ) is accountable for the worldwide Services business performance of assigned strategic accounts, including all associated Services KPIs: Services Order Intake, Recurring Order Intake, Digital Impact, Saturation Plan deployment and Services Ratio; Success is achieved through leadership, influence, alignment and execution with Regional and Country organizations.

Key Responsibilities

Business Growth & Account Development

• Drive customer lifecycle value by maximizing installed base penetration, recurring revenue expansion, renewal rates and adoption of digital services solutions.
• Monitor and drive the overall Services performance of assigned accounts, ensuring achievement of Order Intake, Recurring Revenue, Digital Impact, Services Ratio, Saturation Plan and profitability objectives.
• Identify and qualify short-term opportunities that generate rapid business impact and contribute to return on investment.
• Own the executive Services relationship strategy for the account, establishing trusted advisor status with customer executives and coordinating executive-to-executive engagement across Schneider Electric.
• Act as the primary escalation point for global commercial, organizational and customer issues impacting account performance, facilitating rapid resolution across functions, regions and countries.

• Build and regularly review the Strategic Account Plan jointly with the Strategic Account Executive (SAE), Regional KAMs, Country teams, Program Managers and Solution Architects to ensure local ownership and execution. Include a multi-year Services Saturation Plan for each account, identifying opportunities from installed base knowledge, modernization, digitization, asset performance management and recurring services contracts.

• Translate the global account strategy into actionable regional and country growth plans with clear priorities, accountabilities and expected outcomes.
• Develop, qualify and convert a robust global Services pipeline, leveraging country and regional sales organizations to maximize opportunity creation and conversion.

Opportunity Leadership & Commercial Execution

• Influence strategic CapEx projects at an early stage, working closely with Opportunity Owners, Solution Architects, Tendering teams and Country Services organizations to ensure Services offerings are embedded in customer solutions. Support Opportunity Owners in SOC preparation and actively participate on it and contribute to the development of the compelling customer value proposition
• Coordinate and functionally lead Services Tendering resources engaged on strategic opportunities.
• Define pricing and negotiation strategies in alignment with regional and country sales leadership.
• Secure all required approvals and governance validations in accordance with Global Services and Group processes (RITE, DoA, etc.).
• Lead commercial and contractual negotiations jointly with Regional and Country stakeholders through contract award.
• Ensure targeted booked Gross Margin (GM CCO) levels are achieved and support a seamless handover to Operations.

Regional & Country Collaboration

• Build strong engagement with Regional and Country Services organizations, ensuring alignment between global account priorities and local business objectives.
• Lead the Global Services Virtual Account Team, defining account priorities, mobilizing resources and ensuring coordinated execution across all regions and countries.
• Establish a collaborative operating model with Regional V1/V2 leaders, Country Service VPs and Account teams to drive account penetration and opportunity execution.
• Facilitate regular account reviews with countries and regions to monitor pipeline health, business performance, key pursuits and resource allocation.
• Promote accountability and shared ownership of account results across Global, Regional and Country stakeholders.
• Act as the voice of the customer internally and the voice of the countries within the global account strategy, ensuring mutual alignment and value creation

Key Stakeholders

The Global Account Manager works in close collaboration with:

• Strategic Account Executive (SAE) and Regional Key Account Managers responsible for the account.
• Regional and Country Services Leaders (V1/V2), Country Service VPs and local sales teams.
• Segment Presidents and key Segment stakeholders.
• Program Managers, Solution Architects, Tendering teams and Lines of Business.
• Global Services leadership and the broader Services community supporting the selected accounts

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