Maximize revenue through the direction and coaching of Sales Executives on Strategic Named Accounts and 'key' Vertical Markets through the creation and management of a team strategy. Ability to understand/articulate and align customer strategy with DI SW solutions with assistance. Ensures sales goals are met within organization strategies. Maintains coordination with integral organization functions. Responsible for resource allocation including budget as well as the hiring; firing; performance appraisals and pay reviews of SFDC.
Job Profile/Position Overview
· Contribute to the definition of a comprehensive Account or "key" vertical market sales strategy based on experience, appreciation and understanding of the marketplace and the current key drivers for the country, aligned with zone goals.
• Directs the Sales activities of a Sales team and acts as an escalation point for process and customer issues.
• Liaise with other Sales Managers and the Zone Sales organization to ensure consistency of DI SW Sales approach.
• Works as part of the team to investigate and evaluate business potential of new Markets and/or Solutions.
• Tracks customer purchasing and usage trends in assigned customer territories sharing, suggesting and working with appropriate sales management to determine attack.
• Represents and contributes needs for the voice of the customer for technical and business strategy development with sales management.
• Closely monitoring and participating in Sales pursuits and developing customer relationships to help support the software sale were beneficial.
· Regularly reviews of account and pursuit plans to manage Sales priorities and work allocation, using the sales pipeline to support prioritization, drive activities and allocate suitable resource.
• Support the adoption and implementation of Siemens Best Practice processes and procedures for creating a winning Sales team.
• Provide support infrastructure, training and mentoring to enable the growth of Sales skills.
• Supports activities to communicate SISW product capabilities via internal and external Awareness and Marketing Events.
Responsibilities/Tasks
• Architect and lead the execution of consultative and value-added technical sales engagements, assessing a prospect's business condition, recommending appropriate course of action, and generating follow on sales opportunities from both technical and value-based propositions with influential contacts.
• Build trusted advisor status by communicating knowledgably with the customer around business challenges, industry trends, competitor landscapes, and wider interfaces, through the delivery of thought leadership, and speaking with authority, articulating Siemens PLM's vision and point of view on PLM adoption to deliver competitive advantage.
• Support definition of Sales Account Strategy with supporting Value Proposition, Solution Outline and presentations.
• Work with strategic customers to understand their business strategy and development of a high-level customer vision and business case that resolves identified business pain and leverages PLM technology as a business enabler and source of competitive advantage, in conjunction with Sales team.
• Be the "challenger". Lead and mature the team to select the appropriate tools to determine the relevant level of technical proof and ROI needed to satisfy the prospects' needs.
• Lead the development and presentation of financially quantified, business linked value propositions specific to a customer or prospect in sales campaigns, and for all other PLM industry interests.
• Create, Define, Adjust, build & deliver Standards / Know How regarding PLM Value Argumentation and/or Industry/Process Best Practices
• As an integral part of the Siemens PLM bid proposal and benchmark teams, liaise across the sales, Sales and services functions to provide oversight and consultancy for, and communicate a clear vision of, the proposed solution within the industry context of the customer.
Minimum Requirements
* Minimum requirement of 5 years of Enterprise Sales Experience with a successful track record as an Account Orchestrator.
* Minimum requirement of 5 years industry experience in PLM, MES and CAx with preference given to experience in the electronics and semiconductor market segment.
* Minimum requirement of 10 years working experience in sales or related field.
* Bachelor's degree required
* Must currently reside in the continental United states.
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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