Digital Supply Chain Country Adoption Lead - IT

Digital Supply Chain Country Adoption Lead

Mission description :

Context of the mission :

- The Digital Customer Relationship organization has been refined in 2021 to accelerate digitization of the Customer Relationship and business growth capture.

- Accordingly, the Digital Supply Chain (DSC) organization has been refined as well to enhance its service offering to BUs and Countries while continuing to improve DSC product to become a Software Acceleration Center.

In this context, the new DSC organization aims at:

- Providing software market best practices to Business groups and switch SW business models from traditional models (eg. paper license) to recurring and SaaS / cloud based models to create more value

Accelerating digitization of paper licenses :

- Continuing integration of SW offers (currently 30+ offers managed) in DSC product (systems that ensure the order intake, entitlement, subscription and delivery of SW) and deployment in countries (currently 40+ countries)

- Improving DSC product that supports two main SW customer journeys that enable 1/ the internal ordering team to deliver SW to clients and 2/ end-users to purchase SW offers online in a self-service journey

- Unlocking new SW customer journeys developing new capabilities to enable Value Added Resellers and Distributors to sell SW offers

Increasing SW adoption in countries to boost SW sales:

- This mission is required to reinforce the current DSC team to achieve 2022 goals, by recruiting a DSC Country Adoption leader that will orchestrate this transformation plan with countries, Business and other DSC teams.

Mission objectives :

- Act as a SW expert for the countries to support them in their SW transformation

- Identify required capabilities to succeed in countries, assess maturity and build capability / transformation plan to reach expected SW maturity

- Define Country SW transformation objectives, KPIs and action plan with BUs & submit to country VPs

- Support country SW sales setup implementation (SW sales, architects, CSM) for direct sales and indirect sales (resellers + distributors)

- Support countries to increase SW business visibility on full EcoStruxure portfolio (volume of licenses, revenue per license, churn, upsell,.)

- Benchmark with other countries and create practical guides (reference materials, cookbooks,etc.) to share and leverage best practices

- Ensure consistency at country level for SW business to properly feed SE Digital Barometer

- Feed DSC product roadmap by collecting change requests from countries

Main deliverables and KPIs :

- Deliverables (not exhaustive)

- SW Objectives, KPIs, Action Plan and governance for the 5 pilot countries

- Co-designed (with BUs) and validated Country SW Operating Model for the pilot countries

- Country SW transformation practical guides (eg. Adoption guidelines, best practices,.)

- Country SW transformation ID Card

- Set-up and animation of quarterly country transformation review

KPIs (not exhaustive):

- Number of transformation plan agreed with countries

- Number of SW roles (eg. SW sales, CSM,.) appointed in countries

Key stakeholders interactions (not exhaustive):

- DSC VP

- DSC Operational Excellence leader

- DSC SW Business models leader

- DSC Customer SW journeys leader

- DSC Product Owner

- DSC Professional Services team

- SW Offer Managers

Required skills :

- 5-8 years+ experiences in SW sales and/or SW Transformation Plan in a complex environment (eg. international, several BUs and countries interactions,.) in a digital / IT transformation program

- Ability to coach / challenge VPs in countries on country specific requirements for SW transformation

- Capability to understand complex topics while being able to synthetise key messages / outcomes

- Deep understanding of traditional and new SW business models (eg. License, Subscription, SaaS,.) and SW sales incentives models

- Deep understanding of business (Industrial and Energy Management) with a particular focus on SW and digital offers (eg. SW offers, Exchange, Advisors, Aveva,.)

- Deep understanding of persona ecosystem (eg. Distributor, OEM, System Integrators,.) and internal ways of working (CCC, Channels, ,.)