Job Description:
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
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Strategic Growth & Market Leadership
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Own software growth strategy for assigned regions, verticals, or national strategic accounts.
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Drive large, complex, multi‑year software deals with strong focus on ACV, ARR, and lifecycle value.
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Translate industry trends, digital manufacturing needs, and regulatory drivers into actionable GTM strategies.
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Strategic Account Ownership
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Act as executive sponsor for key and marquee customers across Pharma, CPG, MMM, Energy, Water, Infrastructure, and Emerging Industries.
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Engage with CXOs, Board‑level stakeholders, Digital Heads, CIO/CTO, and Plant Leadership to position Schneider as a long‑term transformation partner.
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Influence customer roadmaps covering SCADA, MES, Data Management, Analytics, Cloud, and Performance Intelligence.
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Ecosystem & Partner Leadership
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Drive SI / EPC / OEM strategy for software in assigned segments.
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Lead partner selection, onboarding, capability development, specialization, and joint GTM plans.
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Govern partner performance, deal participation, compliance, and conflict resolution.
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Solution & Value‑Based Selling
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Lead consultative, outcome‑driven selling focused on productivity, compliance, sustainability, asset performance, and digital continuity.
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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
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Drive execution of vertical‑specific GTM programs, campaigns, industry events, and leadership connects.
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Mentor and guide sales teams, and presales on Software Solution value positioning and opportunity strategy.
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Governance, Forecasting & Business Discipline
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Own forecast accuracy, pipeline quality, and deal governance in line with company policies.
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Ensure compliance with commercial rules, discounting, partner governance, and legal frameworks.
Success Metrics
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Strategic software revenue & ACV growth.
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Conversion of large & complex opportunities.
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Partner‑led pipeline contribution.
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Strategic customer references & repeat business.
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Forecast accuracy and governance adherence.
Why This Role Is Critical
This role is pivotal to establish Schneider 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.
(External) English Qualifications:
Strategic & Business Skills
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Strong ability to think and operate at strategy + execution level
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Proven experience in managing large deal cycles and executive negotiations
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Strong financial acumen – ACV, ARR, margins, deal structuring
Technical / Domain Expertise
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Deep understanding of Industrial Software & Digital Manufacturing
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SCADA, MES, Historian, IIoT, Data Platforms, Analytics, Cloud & Edge
Leadership & Influence
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Ability to influence without direct authority across matrix organizations
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Strong customer gravitas and presence at senior leadership level
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Coach, mentor, and elevate team capability
Experience & Qualification
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10–12 years of experience in Industrial Software, Automation, Digital Transformation, or Enterprise Solution Selling
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Demonstrated success in strategic business development or key account leadership roles
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Engineering degree (Instrumentation / Electrical / Mechanical / Computer Science preferred)
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MBA / Executive Management qualification is a strong advantage
(External) English Company Boiler Plate:
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
Schneider Electric is an Equal Opportunity Employer. It is our policy to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct.
