Role :

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 SW Business Model" leader that will orchestrate this transformation plan with countries, Business and other DSC teams.

Mission objectives :

- Support BU (Industry and Energy Management) and coach SW offer managers to build the most appropriate SW business model for newly created offers or to switch from current non DSC supported business model to DSC supported ones

- Detail the value proposition of SW business models that are supported by the DSC (main purpose, benefits, for what offer type, pricing model, implementation plan, best practices, etc.)

- Identify list of possible SW business models and highlight the most relevant for SW offers that should be supported by the DSC (to be integrated in the product roadmap)

- Define (for possible offers) the journey to move from license to recurring to SaaS and therefore contribute to mix evolution between perpetual, recurring and as a Service business models

- Onboard and coach channel program leaders to increase awareness of SW Offers availability

- Support SW offer managers to professionalize renewal management for subscription-based offers

- Support the DSC Operational Excellence Lead to manage change request from BU regarding evolution of supported business model / quotation tools

- Refine the Offer Creation Process for SW offers

Main deliverables and KPIs :

Deliverables (not exhaustive)

- Detailed value proposition / playbook of existing DSC SW business models (perpetual & evergreen licenses and recurring)

- Proactive renewal processes & tools roadmap for termed subscription offers

- Action Plan (including governance, communication, transformation actions,..) with channel managers to increase SW sales

- SW business model DSC product roadmap

- Transition plan to facilitate the move to recurring / SaaS

- Adapted Offer Creation Process for SW offers

KPIs (not exhaustive)

- Increase # of deployed recurring offers mix into DSC

- # of handshakes with channel managers about DSC / Volume of SW license & - done

- % churn for termed subscription offers and SW assurance

- % of SW offers compliant with DSC standards / supporter business models

- Number of SW offers supported in their business model design (for offer creation)

- Number of SW offers supported to switch from non-supported to supported business models

Key stakeholders interactions (not exhaustive):

- DSC VP

- SW Offer Managers

- DSC Countries adoption leader

- DSC Operational Excellence leader

- DSC Customer SW journeys leader

- DSC Product Owner

- DSC Professional Services team

Required skills

- 5-8 years+ experiences in SW offer creation and/or SW business model design with significant experiences in Industrial & Energy Management sectors

- Deep understanding of traditional and new SW business models (eg. License, Subscription, SaaS,.) to speak common languages with several stakeholders

- Experience in SW portfolio transition from perpetual to recurring and as a Service Business models

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

- Ability to work in a complex environment (eg. international, several BUs and countries interactions,.) and propose workaround solution considering business stakes and existing solutions / tool

- Capability to understand complex topics (offer purpose, business stakes, business models,.) while being able to synthetise key messages / outcomes

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

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