Software Solution Architect

What you'll do:

The Eaton APAC East Asia team is accelerating advancement of its Brightlayer (digital) platform business and is scaling plans to implement the software solutions to customers worldwide. Our software suite software is designed to help manage, monitor, and control devices along with management of key resources such as power, space, and cooling in our customer computing environments with a particular focus on data center, healthcare, and retail customers.

This role will be responsible for representing the Eaton software solutions in the East Asia (EA) region. Core activities for the role include establishing a market presence for the solution along with other Eaton solutions, fostering relationships with internal Eaton account teams, supporting channel distribution partners to leverage their selling scale, and managing software sales opportunities from identification to close. The successful candidate will also have the opportunity to be a pioneer in Eaton's software business by helping to scale and build out this business.

The Regional Software Sales Manager will be a subject matter expert for all aspects of the commercial and activity related to the software offerings and will be tightly aligned with the Software Solution Architect and Eaton sales account teams to provide a coordinated go-to-market of Eaton software solutions to customers.

A. Identify and establish market and industry relationships to drive Eaton software solutions more broadly in the region.

B. Team with Eaton sales and account management resources to find and manage software sales opportunities. 

C. Lead the software discussions with customers, utilizing the Software Solution Architect when and where needed. 

D. Build relationships with channel partners to provide sales training and collateral along with the Marcoms teams to better enable the partner ecosystem to build software sales pipelines.

E. Conduct software webinars and demo sessions to educate and inform market or customer audiences.

F. Possess a strong understanding of value and benefits of the software for the both the channel partner and end customer conversations.

G. Manage and track pipeline activity in sales CRM software with a goal to maximize the market share of the software solutions.

H. Create, develop, and execute segment business and marketing plans in conjunction with sales and marketing resources.

I. Proactively position and promote upsell opportunities to the existing client base for licenses and services to grow the software and related services footprint with existing customers.

J. Sustain good working relationships with end customers to assure annual renewals of subscription license fees and/or recurring annual support and maintenance agreements.

K. Advise of product features and requirements needed to exceed market offerings from competitors to help position Eaton software as uniquely capable of meeting advanced end customer use cases.

L. Possess strong understanding of complementary hardware solutions which will be included in solution sales opportunities. Hardware will include facility and rack power distribution, environmental sensors, cooling infrastructure and physical access solutions deployed by customers to supported locations.

M. To be committed & responsible for Quality Management System:

a.  Implement the process approach and risk-based thinking

b. Provide the necessary support to fully implement and sustain the QMS

c. Communicating to the organization the importance of conforming to QMS requirements

d. Ensuring the QMS meets its goals

e. Engage, direct, and support individuals contributing to the QMS

f. Create a culture of continuous improvement

Qualifications:

A. Bachelor's degree in appropriate field of study OR equivalent work experience

B. 5+ years of experience in SaaS role, with consultative, software solution selling experience

C. 5+ years of experience developing and translating business use cases to solution requirements and architecture documentation, with focus on software solutions.

Skills:

A. Established presence in the region with channel contacts to quickly grow selling capabilities of the software solutions.

B. Understanding of standard enterprise networking infrastructure concepts

C. Certifications or participation in industry Vendor software and DCIM courses

D. Experience in presenting at online and live events with confident public speaking abilities

E. Business Developmental mindset to achieve both short term sales target and build long term business strategies. 

F. Possess strong sales discipline such as quote generation (in conjunction with Software Solution Architect), training and meeting coordination, constantly working with backend team to gather sales data, complete sales process and follow through in support cases to ensure customer satisfaction

G. Possess good cultural understanding of different culture in East Asia countries to support the countries better."

H. Self-motivated drive for results and sense of accomplishment to achieve goals

I. Strategic Thinking which allows for solution to solve current problems while also providing long term opportunities for Eaton

J. Strong problem-solving skills to define solutions for complex issues

K. Written Communications in the form of Email, PowerPoint, Technical Documents

L. Skilled negotiation capability for contracts and pricing topics

M. Ability to travel up to 30%