DGM Business Development– Software Solutions

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

Strategic Growth & Market Leadership


* Own software growth strategy for assigned regions, verticals, or national strategic accounts.


* Drive large, complex, multi-year software deals with strong focus on ACV, ARR, and lifecycle value.


* Translate industry trends, digital manufacturing needs, and regulatory drivers into actionable GTM strategies.

Strategic Account Ownership


* Act as executive sponsor for key and marquee customers across Pharma, CPG, MMM, Energy, Water, Infrastructure, and Emerging Industries.


* Engage with CXOs, Board-level stakeholders, Digital Heads, CIO/CTO, and Plant Leadership to position Schneider as a long-term transformation partner.


* Influence customer roadmaps covering SCADA, MES, Data Management, Analytics, Cloud, and Performance Intelligence.

Ecosystem & Partner Leadership


* Drive SI / EPC / OEM strategy for software in assigned segments.


* Lead partner selection, onboarding, capability development, specialization, and joint GTM plans.


* Govern partner performance, deal participation, compliance, and conflict resolution.

Solution & Value-Based Selling


* Lead consultative, outcome-driven selling focused on productivity, compliance, sustainability, asset performance, and digital continuity.


* 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


* Drive execution of vertical-specific GTM programs, campaigns, industry events, and leadership connects.


* Mentor and guide sales teams, and presales on Software Solution value positioning and opportunity strategy.

Governance, Forecasting & Business Discipline


* Own forecast accuracy, pipeline quality, and deal governance in line with company policies.


* Ensure compliance with commercial rules, discounting, partner governance, and legal frameworks.

Success Metrics


* Strategic software revenue & ACV growth.


* Conversion of large & complex opportunities.


* Partner-led pipeline contribution.


* Strategic customer references & repeat business.


* 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'...