Sr. Manager -KAM (Hospitality)

The Senior Manager - KAM (Hospitality) will own and grow strategic hospitality accounts by building deep CXO-level relationships, driving long-term account strategies, and positioning Schneider Electric as a trusted digital, energy, and sustainability partner across the full hotel lifecycle.

This role is responsible for account penetration, solution adoption, large project influence, and One SE orchestration across Digital Energy, Power Systems, Building Management, Sustainability, and Services.

Key Responsibilities

Strategic Account Ownership


* Own a defined set of strategic hospitality accounts (hotel chains, marquee properties, hospitality developers & operators).


* Build and execute multi-year account plans with clear growth levers (new builds, renovations, digital upgrades, energy efficiency, lifecycle services).


* Develop CXO-level engagement with Owners, MDs, Asset Heads, Engineering Heads, and Operations Leaders.

Business Growth & Revenue Delivery


* Drive order booking, pipeline creation, and conversion across projects and services.


* Influence consultant, PMC, developer, and operator ecosystems to secure preferred / specified solutions.


* Drive stakeholder alignment and cross-functional synergy across Schneider Electric, including National Sales, Offer Marketing, and related teams.


* Ensure strong coverage from concept - design - tender - execution stages.

One SE Solution Selling


* Orchestrate internal stakeholders across Digital Energy, Power Products, Building Automation, Services, Sustainability, and Software.


* Position integrated solutions (GRMS, H&D, Digital Switchboards, EMS, BMS, power quality, lifecycle services, cybersecurity, sustainability).


* Lead solution workshops, value engineering discussions, and executive presentations.

Ecosystem & Stakeholder Management


* Work closely with Hotel Chains, Developers, consultants, PMCs and EPCs.


* Drive alignment with internal teams: Sales, Application, Offer Marketing, Services, Supply Chain.


* Act as the single point of accountability for account governance and escalation.

Market & Segment Intelligence


* Track hospitality trends: green buildings, ESG mandates, energy efficiency, guest experience digitization.


* Bring competitive intelligence and customer insights into strategy and offer positioning.


* Identify repeatable solutions and reference architectures for the segment.

Governance & Reporting


* Maintain disciplined BFO hygiene, forecast accuracy, pipeline reviews, and management reporting.


* Ensure compliance with Schneider Electric sales processes and governance.


* Actively contribute to segment reviews, strategy forums, and leadership discussions.

Key Performance Indicators (KPIs)


* Order Booking & Revenue Growth (Hospitality)


* Strategic Account Penetration & Wallet Share


* Pipeline Coverage & Conversion Rate


* One SE / Digital & Services At...