Hub Digital Lead, Paen, Imea

7 months ago

Abu Dhabi, United Arab Emirates ABB Full time

**Hub Digital Lead, PAEN, IMEA**:
**Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future. At ABB, we have the clear goal of driving diversity and inclusion across all dimensions. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences**:
You will be working as Hub Digital Lead, PAEN, IMEA, will be the part of Process Automation Business Area for Energy Industries division based in Abu Dhabi, UAE. In this role you will be responsible to lead the growth of the Energy Industries digital portfolio across India, Middle East, and Africa (IMEA) region, set and implement a comprehensive business strategy for the full digital portfolio, consider all industry, sub-vertical and regional specificities, the division and digital business line strategy, and work in close collaboration with cross functional teams.

**This position reports to**:
HUB Manager, IMEA

**Your responsibilities**:

- Leading the development of digital proficiency within the dedicated digital sales teams as well as the broader sales and account management community in the region, developing and articulating a clear understanding of digitalization needs and trends in the market
- Enabling the organization to relate the digital portfolio to customer business outcomes, with strong and clear value-propositions, ensuring the regional team understands the nuances of digital solutions compared to standard systems and products, especially regarding positioning, sales and delivery
- Developing proficiency in solution consulting and solution selling, ensuring a strong understanding of customer buying behaviors of digital solutions and implement appropriate business models, leading the digital strategy development and implementation roadmap at hub and country level, across the entire value chain
- Setting and implementing the digital strategy by working with cross-functional teams, ensuring profit-able growth, relentless execution and business-led collaboration, in alignment with the division and business area strategy, guiding, motivating and developing people competencies and behavior of con-nected internal and external teams in accordance with ABB culture and values
- Accelerating the adoption of new digital portfolio solutions with local contextualization, systematically managing, tracking and reporting all major pursuits in the digital market, sharing expertise to help the teams for executing digital projects diligently and successfully
- Supporting pursuit teams in their efforts to win and execute projects, with customer relationship sup-port, segment intelligence/knowledge, channel partner connections, solutions & portfolio guidance, as well as operations support, actively supporting capture team leaders on selected complex projects and initiatives
- Developing a clear understanding of customer buying behaviors of digital solutions and driving appropriate business models, overseeing the preparation of winning proposals, combining digital software, solutions, services and execution excellence, providing innovative and creative thinking to balance best of technology and business innovation, to achieve the desired business results
- Nurture local partnerships within the ecosystem for a stronger GTM, be the face of “digital” within the IMEA region, both externally and internally, driving an external focus and strong customer centricity within the region, developing relevant customer value propositions and act as the bridge between customers and the global digital organization
- Building strong customer refences and success stories and leveraging those to grow and scale, developing strong customer relationships with key customers, sharing customer and market insights & trends systematically and proactively ensuring we truly lead the market rather than react, collaborating with cross functional teams within the region as well as global teams and other customer stakeholders while ensuring high degree of process governance and role accountability
- Demonstrating solid organization leadership and people development skills to both build and trans-form teams to perform on digital value chain, driving the transformation of traditional teams with digital proficiency, act as a change agent, owning and driving the capability planning of the regional digital talent development and retention.

**Your background**:

- Bachelors degree is required and Business/Engineering Degree is Preferred
- Minimum of 8 years international sales leadership experience, including cross regional sales
- Strong knowledge of digital software, solutions and services and execution of projects
- Solid experience in process or energy industries and a proven ability to translate knowledge and solutions into value-based selling to these industries
- Fluency in English Language is Mandatory

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