We are a leading global software company dedicated to the world of computer aided design, 3D modeling and simulation— helping innovative global manufacturers design better products, faster! With the resources of a large company, and the energy of a software start-up, we have fun together while creating a world class software portfolio. Our culture encourages creativity, welcomes fresh thinking, and focuses on growth, so our people, our business, and our customers can achieve their full potential.

Key Responsibilities:

• As part of a Country or Vertical Software Sales organization, responsible for generating revenue opportunities to meet assigned software and services sales targets. This is achieved through mainly subscription sales and follow-on services sales.
• Within the context of the Integrated Country Plan, responsible for driving business in allocated Named Accounts and/or New Logo prospects using a strategic value-based approach.
• Sales strategies documented through accounts and opportunity plans aligned with the Siemens DI Account lead were appropriate.
• Effectively co-ordinate a multi-disciplined, matrix team to execute plans within each account and prospects including internal Siemens resources and partners. Establish and track measurable goals for monitoring territory and account growth against targets.
• Understands the market and the challenges prospects face, mapping account key decision makers, identifying their high-level business challenges, recognizing their purchase obstacles.
• Understands the potential business value delivered by Siemens software solutions and commercial advantages to a customer to adapt the sales value positioning for an opportunity stage and different buying personas, appreciating that these messages will differ between industry. Act as key point of contact for account and stakeholder knowledge and activity.
• Works under self-management on assignments/pursuits and will determine solutions, methods, and procedures. Represent Siemens at customer marketing and analyst conferences, industry conferences, events and tradeshows in Country and in Zone where required.
• Mentors more junior sales team members across Country / Vertical boundaries within Zone, and partner resellers where appropriate.
• Leads knowledge sharing around customer, solutions and industry internally within Country or Vertical Sales organization. Works on Customer Accounts with opportunities of complex scope.

Account Planning

• Define the short- and long- term goals for a portfolio of named accounts and suspects to achieve the overall territory strategy and software and services revenue goals; maximizing land and expand opportunities
• Develop individual account strategies and associated plans for each named account or suspect aligned to the customers buyer journey, to achieve the defined short- and long-term goals, based on forecast and hard data.
• Prioritize suspects and accounts to ensure that the energy, budget, and time spent on them is in direct proportion to their tactical or strategic value to the company, and to maximize the revenue and profit potential of the territory in the short term.
• Lead the identification of the relevant go-to market channels, campaigns and marketing tactics required to achieve the account plans for each named account.
• On an ongoing basis, lead account reviews for each named account to explore the accounts health using relevant scorecards, data and updates from the account team. This may include presenting the account health and plan for Sales and Country Management.

Team Orchestration

• Drive and facilitate collaboration and productive relationships across organizational boundaries to ensure cross functional team cohesion and unity, resolving conflicts where they occur.
• Collect and synthesize the right information to create actionable insights that inform data driven decision-making.
• Work closely with Customer Outcomes (professional services) and Customer Support teams to ensure effective hand over and that technical solution issues are resolved quickly.

Prospecting and Discovery

• Manage your own pipeline of leads and suspects to meet sales revenue targets and qualify to convert into Sales opportunities.
• Drive targeted campaigns with Marketing, Account Development or Inside Sales to generate high quality leads and identify key players within target customers, or undertake your own activity using cold calling, unsolicited proposals, or social selling.
• Proactively develop relationships with new customers, to understand challenges/needs producing an influence map.
• Lead the evaluation of suspect customers’ requirements, identifying the best potential solution fit from the Siemens Process Automation software portfolio; the proposed ROI and potential value improvement metrics and targets, determining the most appropriate go to market channel and message to pursue the opportunity with.
• Assess the customer financial situation and complete an opportunity risk assessment and agree with Sales Manager the level of sales investment warranted for the potential revenue.

Opportunity Management

• Guide the customer through the buying process for land and expand opportunities, engaging directly with customer decision makers, assisting by providing valuable insights to customers about their business highlighting the case for change, helping the customer navigate alternatives and avoid potential mistakes.
• Translate value statements into opportunity specific value propositions, addressing current and emerging customer needs and demonstrating measurable impact on customers’ business performance and being able to communicate using direct communications, digital communications and in person presentations.
• Lead the identification and mapping of the key stakeholder landscape and political relationships in each account or prospect and define a stakeholder strategy to support the achievement of the account plan.
• Prepare license quotes and contracts, address contract issues prior to contract negotiations and set priorities on critical issues.
• Define customer success plan and success metrics and transition to Customer Success for onboarding after closing.
• Monitor customer data to ensure solutions are persistently used to maximize adoption and new value points are established and communicated.
• Builds a broad influential network and community of advocates inside the account (sponsors and change agents) to create additional opportunities.
• Create upsell / cross sell expansion opportunities ensuring we maintain consistently high renewal rates.
• Serve as the point of contact for our existing customers and drive all renewal sales opportunities, helping customers through the renewal process with the support of Renewal Sales if available.
• Accurately forecast sales opportunities via pipeline reporting using Salesforce.com data
• Maintain accurate and complete customer records, activities and pipeline reports within Salesforce and other CRM tools.
• Participate in Win/Loss reviews to identify lessons learnt and adopt recommendations.
• Lead a cross functional team to develop complex bid responses to RFx and other types of proposal to grow new net sales.
• Produce reports for Sales Management and Sales Meetings
• Publish success stories on value realized by key customers.

Mentoring and Knowledge Sharing

• Lead relevant internal Interest Groups at the Country / Vertical level and participate in internal Zone / Global groups in order to keep up to date on relevant solution and go to market changes, and industry trends. Participate in external groups and events.
• Leads knowledge sharing around customer, solutions and industry internally within Country or Vertical Sales organization.
• Mentors more junior sales team members within Country or Vertical, and partner resellers where appropriate.

General:

• Maintain the integrity of Siemens and support organizational culture, values, and reputation.
• Undertaking required personal administration for role including timely expenses.
• Uphold and enforce Siemens compliance, health and safety and quality requirements.
• Undertake any other reasonable duties required by the company.

Skills and Abilities:

• Software Sales
• Communication
• Presentation
• Teamwork & Collaboration
• Conflict Management
• Negotiation
• Business and Commercial Acumen
• Customer Leadership
• Facilitation
• Analytical and Problem-Solving Skills
• Self-Development
• Sales CRM Systems especially SFDC
• Digital Industry Software Sales especially focus on specific product group and/or industry.
• MS Office and other day-to-day business systems

Scope:

• Local Sales Account Orchestrator for moderate number of accounts and carrying a personal sales orders quota.
• On average 5 to 10 large Named Accounts and portfolio of new logo prospects
• Expected mix 70% new logo business / 30% existing account growth and renewals.
• Establishes and maintains customer relationships independently up to executive levels.

Education and Experience:

• Relevant local University degree in Business or Engineering,
• Process Industries Software Sales experience.
• Minimal 10 years of experience in automation and/or software sales

Working Conditions/Physical Requirements:

• Normal office or home office environment with travel to customer sites
• Must be willing and available to work the core hours required.
• Travel time expected to be 30%-50%.

Why us?

Working at Siemens Software means flexibility - Choosing between working at home and the office at other times is the norm here. We offer great benefits and rewards, as you'd expect from a world leader in industrial software.

A collection of over 377,000 minds building the future, one day at a time in over 200 countries. We're dedicated to equality, and we welcome applications that reflect the diversity of the communities we work in. All employment decisions at Siemens are based on qualifications, merit, and business need. Bring your curiosity and creativity and help us shape tomorrow!

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