DGM - C&SP - BD, Services

Role Overview:

This role focuses on driving services growth and strategic account development across multiple countries within the zone. The position requires strong collaboration with regional and global teams, building customer relationships, ensuring service attachment to major projects, and leading multi-country opportunities.

Key Responsibilities:

Account Planning & Strategy

• Develop services account plans for Strategic Accounts (SA) and Multi-Country Target Accounts (MCTAs) in collaboration with country teams and regional leadership.
• Work with country V2s on local site coverage plans, Installed Base (IB) tracking, and recurring contract development.

Opportunity Management

• Support C&SP Segment (greenfield) large opportunity pursuit teams to win more Capex and ensure attachment of services including Installation & Commissioning (I&C), recurring contracts, and digital services.
• Participate in RSOCs to ensure service scope inclusion and address challenges impacting project execution.
• Lead multi-country opportunities with C&SP customers, working with Legal Business Partners to drive commercial and contractual negotiations for centralized agreements (Framework, T&Cs, Master Service Agreements).

Customer Engagement & Relationship Building

• Build strong upstream customer relationships and ensure local teams are aligned with long-term plans and decision-making criteria for service contracts.
• Engage with Regional Key Account Managers (KAMs) and customer operations teams on asset lifecycle discussions during award decisions.
• Serve as the Single Point of Contact (SPOC) for MCTAs in the zone for escalations related to services topics.

Collaboration & Best Practices

• Create a strong V2 community across countries to share best practices and key wins for common accounts.
• Collaborate with Service Business Managers in the US and Europe to replicate successful initiatives in the EA zone.

Performance Tracking & Governance

• Ensure quality and accuracy of BFO and IB intelligence.
• Track and support closure of Top 15 Elephant opportunities / must wins, understanding critical success factors.
• Support localization of global contracts in new countries to ensure smooth customer experience.

Qualifications & Skills:

• Education: Bachelors Degree in Engineering (BE) from a reputed institute.
• 714 years of experience in services business development and strategic account management.
• Strong understanding of Capex projects, service attachment strategies, and digital services.
• Excellent negotiation and stakeholder management skills across multiple geographies.
• Ability to collaborate with cross-functional and global teams.
• Strong analytical and planning capabilities.