Schneider Electric COMPETITIVE SOLUTIONS PROGRAM MANAGER in United Arab Emirates

Primary Purpose of the Job:

The Competitive Solutions Program Manager role focuses on:

  • the definition & enforcement of Solution Architecture Templates and Proposal Guidelines, to provide consistency in the context of a global competitive offering process for ICSS (Integrated Control and Safety System) solutions.

  • the development of benchmark measures (Price/IO, Cost/IO, Eng Hrs/IO) to support local entities in competitive positioning of the ICSS solutions for strategic bids, in line with the entity's goals for market share, revenue and profitability

  • the definition of key metrics to assess competitiveness of proposed solutions vs. optimally designed vs. competitor’s

  • the analysis and reporting of global market requirements and trends, from both customers and competitors perspective

  • the engagement with Sales, Portfolio / R&D; and Global Engineering organizations to sustain continuous improvement of Schneider Electric ICSS offering from a competitiveness & value proposition standpoint, targeting global increase of SE market share in process automation industry business

Principle relationships

Internal 75%:

  • GMP, Regional Sales & Proposal organizations

  • Offer Management Product Line Management organization

  • Global Engineering organization

External 25%:

  • End Users & Clients organizations worldwide

Key Tasks

  1. Cooperates in the definition/implementation of a frame “Competitive solution offering” process, to be deployed and executed globally

  2. Leads the definition of Competitive Solution Architecture Templates, Proposal Guidelines and go-to-market Vision in continuous coordination with Portfolio / R&D; / Global Engineering / Sales-Proposals organizations

  3. Leads change management in the Global Proposal Tools domain to foster proposal competitiveness, standardization and consistency across Regions

  4. Coordinates with Regional Sales organizations and GMP group to facilitate competitive solution deployment and adoption of proposal competitiveness benchmarking metrics at CQA approval stage

  5. Assess and provide recommendations as Subject Matter Expert during opportunity solutions approval reviews

  6. Coordinates with Regional Sales organizations and GMP group to track and analyze win/losses in major business opportunities and develops/proposes a global data-driven model for “price to win” management

  7. Organize internal workshops on competitive solution offering, facilitating knowledge transfer and change management processes among cross-functional teams (Sales, Engineering, Product Management)

  8. Connects cross-country with TSC/proposals organizations in order to support grow of local competitive solution building skills and exchange of solution best practices

  9. Defines, assesses and follows-up the Region’s level of implementation of the competitive solution program

  10. Engages with End Users & Clients for interviews (assessing customer needs, experience with SE and SE competitors, their outlook of the market to help SE anticipate market trends, threats)

  11. Reports the Voice of the Customer to internal key stakeholders to support continuous improvement in the areas of innovation, competitiveness and value proposition

Experience Required

Multi-year experience in complex technical solution preparation with exposure to challenging and highly competitive bids, advanced understanding of internal decision-making & sales-cycle workflows, business processes, tools

Multi-year experience as technical sales consultant with extensive and in depth knowledge of Invensys broad portfolio of solutions, with particular focus on Systems LOB business; strong capability to pro-actively interact with customers translating their needs and hidden expectations in minimum compliant but effective solutions

Demonstrated proficiency in cross-functional team-work, proactively challenging “conservative-mindsets” while proposing new concepts for competitive solutions offering, to increase win rates

Demonstrated capability to stand high pressure workloads and challenging time constraints

Qualifications Required

BS degree


Senior System Architect expert in defining/designing complex and highly competitive Integrated Control and Safety Systems architectures to be integrated in sales proposals

Proactive in setting/sharing targets, influencing & convincing individual contributors, leading to common achievement of business targets through in depth knowhow on best practices, continuous cooperation and networking, fruitful exchange of ideas and experiences

Ability to lead cross-functional definition workshops involving people from different areas as sales, delivery, product management organizations

Strong communication and business acumen skills, aptitude for sales and customer facing activities

Ability in knowledge management and collaboration, change management and implementation for continuous improvement

Aptitude for problem solving, innovative thinking in a sustainable way

Primary Location: United Arab Emirates-Dubai

Schedule: Full-time

Unposting Date: Jun 14, 2017, 11:59:00 PM

Req ID: 003HCX