Siemens is a leading global software company specializing in computer-aided design, 3D modelling, and simulation, empowering manufacturers to design better products, faster. We blend the resources of a large corporation with the agility of a software start-up, fostering a culture of creativity, innovation, and growth for our people, business, and customers.

As a Sales Account Orchestrator, you will sell our full range of software, solutions, and services, driving revenue to meet assigned targets. This role demands a strategic, value-based approach to business development within allocated Named Accounts (typically 5-10 large accounts) and New Logo prospects, aiming for an 80% new business and 20% existing account growth mix. You will orchestrate sales efforts through multi-channel strategies, aligning with Siemens DI Account leads and leveraging internal networks. A strong team player, you will coordinate multi-disciplinary teams to execute account plans. You must be skilled, confident, and self-motivated in creating new opportunities and articulating Siemens' unique value, translating technical benefits into measurable business outcomes and ROI.

Key Responsibilities:

Account & Territory Management: Define short- and long-term goals for a portfolio of named accounts and suspects to achieve overall territory strategy and revenue goals, maximizing land and expand opportunities and reducing customer churn. Develop individual account strategies and associated plans for each named account or suspect, aligned to the customer's buyer journey, based on forecast and hard data. Build, maintain, and execute a comprehensive territory plan.
Business Development & Prospecting: Proactively and constantly instigate new discussions within accounts and strategic prospects to understand customer goals and challenges relevant to opportunities. Manage your own pipeline of leads and suspects to meet sales revenue targets, qualifying them into sales opportunities. Drive targeted campaigns with Marketing, Account Development, or Inside Sales, or undertake your own activity using cold calling, unsolicited proposals, or social selling. Proactively develop relationships with new customers, identifying key players and influence maps.
Value-Based Selling & Customer Engagement: Understand the market and the challenges prospects face, mapping key decision-makers and identifying high-level business challenges. Translate value statements into opportunity-specific value propositions, addressing current and emerging customer needs and demonstrating measurable impact on customers’ business performance. Lead the definition and delivery of the digitalization story for the customer, using value-based messaging to create competitive advantage. Be adept at securing meetings with senior-level customer contacts and articulating the case for change. Represent Siemens at customer marketing and analyst conferences, industry conferences, events, and tradeshows as required.
Team Orchestration & Collaboration: Drive and facilitate collaboration and productive relationships across organizational boundaries, ensuring cross-functional team cohesion and unity. Effectively coordinate a multi-disciplined, matrix team, including internal Siemens DI Software resources and partners, to execute plans within each account. Collaborate closely with Customer Outcomes and Customer Support teams for effective handover and swift technical issue resolution. Collaborate with Siemens sales colleagues to leverage existing relationships and identify new customer entry points.
Opportunity Management & Forecasting: Guide the customer through the buying process for land and expand opportunities, engaging directly with decision-makers and providing valuable insights. Prepare license quotes and contracts, addressing issues prior to negotiations. Define customer success plans and metrics, ensuring effective transition to Customer Success post-close. Create upsell/cross-sell expansion opportunities, ensuring consistently high renewal rates. Accurately forecast sales pipeline and current quarter close in Salesforce.com, consistently striving to exceed quarterly and annual sales targets. Participate in Win/Loss reviews to identify lessons learned and adopt recommendations.
Mentoring & Knowledge Sharing: Mentor more junior sales team members across Country/Vertical boundaries and partner resellers where appropriate. Lead knowledge sharing around customer insights, solutions, and industry trends internally within the sales organization.

Qualifications:

Relevant University degree in Business or Engineering. A background in Chemical Engineering or knowledge of process design and operations in key industries is preferred but not essential.
5 years+ of proven experience in a quota carrying sales role with a verifiable track record of achievement, with a strong emphasis on strategic account management and applying solution selling strategies within relevant process industries.
Proven expertise in software sales with a verifiable track record of achievement in a quota-carrying role.
Exceptional communication, presentation, and negotiation skills, capable of engaging with customers up to executive levels.
Strong business and commercial acumen, with the ability to translate technical benefits into business value and ROI.
Excellent teamwork, collaboration, and facilitation skills, with the ability to manage conflict effectively.
Highly analytical and problem-solving capabilities, with strong organizational skills.
Self-driven, self-motivated, and entrepreneurial mindset.
Proficiency in Sales CRM Systems, especially Salesforce.com, and other day-to-day business systems.
Familiarity with the Software / Digitalization industry, software business strategies, and procurement practices, with an existing network of contacts in the community.
Ability to build a broad influential network and community of advocates inside accounts.
Normal office or home office environment with regular travel to customer sites.
Travel time expected to be up to approximately 50%.

Why us?

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, colour, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We offer a comprehensive reward package which includes a competitive basic salary, bonus scheme, generous holiday allowance, pension, private healthcare, and actively support working from home. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment.

At Siemens, we are always challenging ourselves to build a better future. We have some of the most inquisitive minds working across the world, re-imagining the future and doing outstanding things. Join our Talent Community today and let's stay connected in areas that interest you.

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