Principal, Digital / Software Solution Sales

The Senior Business Development Manager – Software

Is a strategic growth role responsible for scaling the software business. The role owns large strategic accounts, high‑value pursuits, ecosystem growth, and GTM execution across priority segments. The incumbent acts as a trusted advisor to customers and partners, shaping digital transformation roadmaps while influencing internal stakeholders, and the ecosystem to deliver sustained software revenue and recurring growth.

Key Responsibilities

Strategic Growth & Market Leadership

• Own software growth strategy for assigned regions, verticals, or national strategic accounts.

• Drive large, complex, multi‑year AVEVA software deals with strong focus on ACV, ARR, and lifecycle value.

• Translate industry trends, digital manufacturing needs, and regulatory drivers into actionable GTM strategies.

Strategic Account Ownership

• Act as executive sponsor for key and marquee customers across Pharma, CPG, MMM, Energy, Water, Infrastructure, and Emerging Industries.

• Engage with CXOs, Board‑level stakeholders, Digital Heads, CIO/CTO, and Plant Leadership to position Schneider as a long‑term transformation partner.

• Influence customer roadmaps covering SCADA, MES, Data Management, Analytics, Cloud, and Performance Intelligence.

Ecosystem & Partner Leadership

• Drive SI / EPC / OEM strategy for AVEVA software in assigned segments.

• Lead partner selection, onboarding, capability development, specialization, and joint GTM plans.

• Govern partner performance, deal participation, compliance, and conflict resolution.

Solution & Value‑Based Selling

• Lead consultative, outcome‑driven selling focused on productivity, compliance, sustainability, asset performance, and digital continuity.

• Shape solution architecture and commercial models in collaboration with presales, and delivery.

• Sponsor strategic pilots, PoCs, lighthouse projects, and customer references.

GTM, Enablement & Execution Excellence

• Drive execution of vertical‑specific GTM programs, campaigns, industry events, and leadership connects.

• Mentor and guide BDMs, sales teams, and presales on Software Solution value positioning and opportunity strategy.

• Provide input to marketing, pricing, portfolio, and product feedback loops.

Governance, Forecasting & Business Discipline

• Own forecast accuracy, pipeline quality, and deal governance in line with company policies.

• Ensure compliance with commercial rules, discounting, partner governance, and legal frameworks.

Key Competencies & Skills

Strategic & Business Skills

• Strong ability to think and operate at strategy + execution level

• Proven experience in managing large deal cycles and executive negotiations

• Strong financial acumen – ACV, ARR, margins, deal structuring

Technical / Domain Expertise

• Deep understanding of Industrial Software & Digital Manufacturing: SCADA, MES, Historian, IIoT, Data Platforms, Analytics, Cloud & Edge

• Strong familiarity with AVEVA portfolio (or equivalent industrial software ecosystem)

Leadership & Influence

• Ability to influence without direct authority across matrix organizations

• Strong customer gravitas and presence at senior leadership level

• Coach, mentor, and elevate team capability

Experience & Qualification

• 10–12 years of experience in Industrial Software, Automation, Digital Transformation, or Enterprise Solution Selling

• Demonstrated success in strategic business development or key account leadership roles

• Engineering degree (Instrumentation / Electrical / Mechanical / Computer Science preferred)

• MBA / Executive Management qualification is a strong advantage

Success Metrics

• Strategic software revenue & ACV growth.

• Conversion of large & complex opportunities.

• Partner‑led pipeline contribution.

• Strategic customer references & repeat business.

• Forecast accuracy and governance adherence.

Why This Role Is Critical

This role is pivotal to establish Schnder as the digital backbone of India’s industrial transformation, driving scale, recurring revenue, and ecosystem maturity—while reinforcing Schneider Electric’s leadership in software‑defined, sustainable industries.

What's in it for me?

• High-visibility role where your expertise shapes customer success and organizational strategy

• Opportunity to work as a trusted partner with diverse clients and internal teams

• Recognition as an expert with autonomy and influence across operational areas

• Career growth through leadership opportunities, coaching, and strategic project work

• Bring your expertise to a team that values impact and innovation — apply today!

Rewards designed for you

Our Total Rewards is our way of saying: We see you and we value you. It’s more than just pay and benefits—it’s a meaningful investment in you. It is designed to help you perform, grow, feel safe, and elevate your potential. The package helps you care for yourself and your family, plan your future, grow your skills and career, collaborate in an inclusive workplace, and contribute to your community. At Schneider Electric, we’re here for what matters most to you. Discover more at our Career Page.

• Country-specific programs and initiatives may be available.

Looking to make an IMPACT with your career?

When you are thinking about joining a new team, culture matters. At Schneider Electric, our values and behaviors are the foundation for creating a great culture to support business success. We believe that our IMPACT values – Inclusion, Mastery, Purpose, Action, Curiosity, Teamwork – starts with us. IMPACT is also your invitation to join Schneider Electric where you can contribute to turning sustainability ambition into actions, no matter what role you play. It is a call to connect your career with the ambition of achieving a more resilient, efficient, and sustainable world. We are looking for IMPACT Makers; exceptional people who turn sustainability ambitions into actions at the intersection of automation, electrification, and digitization. We celebrate IMPACT Makers and believe everyone has the potential to be one. Become an IMPACT Maker with Schneider Electric – apply today!

• €40 billion global revenue

• +9% organic growth

• 150 000+ employees in 100+ countries

You must submit an online application to be considered for any position with us. This position will be posted until filled.

Schneider Electric aspires to be the most inclusive and caring company in the world, by providing equitable opportunities to everyone, everywhere, and ensuring all employees feel uniquely valued and safe to contribute their best. We mirror the diversity of the communities in which we operate, and ‘inclusion’ is one of our core values. We believe our differences make us stronger as a company and as individuals and we are committed to championing inclusivity in everything we do. At Schneider Electric, we uphold the highest standards of ethics and compliance, and we believe that trust is a foundational value. Our Trust Charter is our Code of Conduct and demonstrates our commitment to ethics, safety, sustainability, quality and cybersecurity, underpinning every aspect of our business and our willingness to behave and respond respectfully and in good faith to all our stakeholders. You can find out more about our Trust Charter here

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