Hi, I’m Oli!
I’ve been part of Schneider Electric for three and a half years now, and it’s been a fascinating chapter in a career that spans over 26 years in the data centre industry. I recently stepped into a new role as Regional Account Manager for AWS and Cloud HQ across the Asia Pacific Region. I’m in the process of relocating to Thailand – a move that will serve as my base for covering the wider APAC market.
How it all started
My path into the data centre world wasn’t planned. Before this industry, I worked in emergency humanitarian assistance in North Pakistan and East Afghanistan. I fell into the data centre space almost by accident when a small distributor in the village I lived in advertised an internal account manager role. That opportunity opened the door to a career that’s taken me through several roles. From Nexans, Panduit, and Reichle & De-Massari (R&M), where I was UK&I Managing Director.
Joining Schneider in 2022 as Key Account Manager for Vantage and Ada Infrastructure in the UK and Ireland was a big shift. Schneider is the first truly large organization I’ve worked for. Coming from a family-owned business with around 1,000 employees globally, it was a real culture shock. The biggest challenge? Understanding Schneider’s structure and processes – and I’ll be honest, I’m still working on that!
The power of consultative selling
One thing that’s remained constant throughout my career is the importance of consultative selling. For me, it’s the cornerstone of being a successful account manager. It’s not just about knowing your product – it’s about knowing your customer. Their challenges, their goals, their vision. When you understand that, you can work toward solutions that deliver long-term, mutual value.
Building trust is everything. You have to be the person who gets things done, who communicates clearly – even when the news isn’t great – and who takes ownership. You don’t need to be a technical expert on every solution, but you do need to understand its value and who it’s valuable to.
One example that stands out is from my time at R&M. We were approached by a company developing new DNA sequencing techniques. Their IT team needed to build an on-premise data centre to support their compute and storage needs for the next decade. By taking the time to understand their applications, we could map out their compute and networking needs. From there, their power and cooling requirements. We designed a solution tailored to both their present and future needs. None of our competitors took that approach, and not only did we win the business, but we earned their trust for future projects too.
Adventures that shape perspective
Outside of work, I’ve always pursued adventure. Earlier this year, I took three generations of my family on a 4×4 expedition up Namibia’s Skeleton Coast. No tour operators, no guides, just us and the wild. I plan everything myself because being responsible for your own destiny is what makes an adventure truly meaningful.
Other journeys include exploring Napoleonic military tracks in the Alps and riding a freight train across the Sahara Desert (watch here). These experiences have shaped how I approach life and work – with resilience, curiosity, and a willingness to take the road less travelled.
I’ve also had a long-standing fascination with wolves. After meeting one in California, I ended up with a pack of five wolf hybrids that travelled with me across Europe. That experience taught me a lot about leadership, problem-solving, and patience. In 2018, I became a director of a wolf sanctuary, where I still interact with wolves – some tame, some not (watch here).
Now, with my move to Asia, I’m already planning new adventures in the region.
Advice for newcomers
If you’re just starting out in a client-facing role, here’s my advice: never be intimidated by a customer, no matter how senior they are. They’re just another human being. In fact, the more confrontational personalities often become your strongest allies once you’ve proven your value. The ones who never challenge you? They’re the hardest to sell to – they keep you guessing.
Final thoughts
The quote that resonates most with me is from Rudyard Kipling:
“The strength of the wolf is the pack, and the strength of the pack is the wolf.”
Whether in business or in the wild, it’s all about trust, collaboration. And knowing when to lead and when to follow.
Ready to create your own impact?
At Schneider Electric, impact starts with action. Join us in building a sustainable future. Explore our open roles or sign up for our Talent Community today to stay updated on new openings and insights.
About the author
Oli Barrington, Regional Account Manager
Oli Barrington is a Regional Account Manager at Schneider Electric, passionate about consultative selling and adventure.
Add a comment