Sales Engineering Regional Manager-Eastern Region

Job Responsibilities:
APC’s Eastern Sales Team is seeking an experienced, highly talented and motivated leader for the position of Sales Engineering Regional Manager. SERMs are responsible for the direction and leadership of Systems Engineers working in Enterprise and Mid-Market levels within a defined geography. Systems Engineers perform technical sales and solution architecture functions that increase APC’s customer satisfaction, market share and revenue. Important additional functions include standardization and program management of technical sales practices across other related sales teams. This position is based in the greater New York Metropolitan or Boston Metropolitan area. Current qualified APC and MGE employees are encouraged to apply. This position reports to the Eastern Regional Sales Vice-President and has dotted-line reporting responsibility to the North American Director of Sales Engineering.

APC SE Regional Managers:
• Lead a team of technical sales professionals with direct customer and project responsibilities including assessment, solution architecture and implementation activities.
• Drive revenue production by orchestrating the optimum use of SE resources.
• Work directly with key customers in large or strategic opportunities their team engages in.
• Balance strategic team leadership with practical hands-on employee coaching.
• Are themselves technical experts
• Drive educational development programs to grow the technical sales efficiency of all sales personnel.
• Establish specific strategic direction and performance standards for the region. Implement and manage guidelines / baselines. Manage non-performers and ensure the highest performance within the organization.
• Foster teamwork across the region, build and lead effective teams committed to achieving organizational goals; encourage collaboration; position teams to address relevant business and customer goals.
• Support the use of reporting tools as the source and archive for all data, actions, commitments, and tracking of business.

The minimum requirements for this position:
• 7+ years of related contributory experience
• Typically requires BS (EE/ME) or equivalent. MBA or PE designation desirable
• Demonstrated exemplary leadership of people and resources in a revenue-dependent environment subject to changing circumstances.
• Ability to motivate, inspire, and energize people
• Strong influence skills to guide an organization with or without direct management responsibility
• Exemplary written and verbal communication, listening, negotiation and presentation skills.
• The ability to attract, hire and lead top-tier candidates.
• Thorough understanding of power protection, power generation, cooling, security and management of data centers.
• Thorough understanding of IT and telecommunication networks, key components and applications.
• Large project management and execution experience
• Direct sales or technical sales experience in a quota-bearing environment



THE COMPANY

APC and MGE UPS Systems recently combined to form a $3 billion (2.4€ billion) Critical Power & Cooling Services business unit of Schneider Electric. Together, APC and MGE offer the industry’s most comprehensive product and solution range for critical IT and process applications in industrial, enterprise, small and medium business and home environments. APC and MGE solutions include uninterruptible power supplies (UPS), precision cooling units, racks, and design and management software, including APC's InfraStruXure® architecture the industry’s only integrated power, cooling, and management solution. Backed by the industry’s broadest service organization and an industry leading R&D investment, the combined company’s 12,000 employees help customers confront today’s unprecedented power, cooling and management challenges. Schneider Electric, with 112,000 employees and operations in 190 countries, had 2006 annual sales of $18 billion (€13.7 billion). Our business unit is pursuing a strategy to develop scalable enterprise platforms for the data center, including power protection, air conditioning, racks, and systems management. Revolutionary products, monitoring applications, and global services are now deployed in support of the most complex data centers and computing environments. Combined with MGE’s line of high end power systems and services, APC greatly enhanced this enterprise offering and the opportunity to sell across data center applications and customers with confidence. With the merger complete, our employees are tasked with the challenge of aggressively expanding its business, growing top line revenue profitably, and solving real customer problems. As such, we are focused on hiring successful and proven candidates who will be an integral part of the North American team and lead the way forward for growth initiatives for this $3 billion business. Background Founded in 1981 by three MIT engineers, APC rose to prominence with a product called the uninterruptible power supply (UPS). APC leveraged the explosion of desktop computing and created an entirely new market. From those early roots to their current offering of desktop and enterprise systems for power management, cooling, and threat management, APC grew to a global $2.4 billion public company, and now boasts over $3 billion in worldwide revenue after the merger of MGE UPS Systems, and acquisition by Schneider Electric, an $18 Billion leader in power and controls. APC Strengths Spending on network and physical infrastructure is currently increasing at double the rate of total IT spending. As such, the market potential for our business is outstanding. The company has clear strengths in the following areas: - Products –Recognized as having the most innovative and advanced products in the market, and continues to win awards for product excellence. - Financials –Financially strong and has the resources to invest in core operations and fund continued R & D. - Brand – The APC brand has been developed over 20 years and is recognized and respected as the leader in both retail and commercial

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