Job Description

Siemens Digital Industries Software is a leading provider of solutions for the design, simulation, and manufacture of products across many different industries. Formula 1 cars, skyscrapers, ships, space exploration vehicles, and many of the objects we see in our daily lives are being conceived and manufactured using our Product Lifecycle Management (PLM) software.
Position Overview
As part of a Country or Vertical Software Sales organization, responsible for generating SaaS and Hybrid SaaS revenue opportunities to meet assigned software and services sales targets to drive ARR. 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. Orchestrates business by generating well considered multi-channel sales strategies documented through account and opportunity plans aligned with the Siemens DI Account lead were appropriate. Optimally co-ordinate a multi-disciplined, matrix team to implement plans within each account and prospect including internal DISW resources and partners. Establish and track measurable goals for supervising 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 of DISW 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 collaborator knowledge and activity.
Works under self-management on assignments/pursuits and derive solutions, methods, and procedures. Represent Siemens at customer marketing and analyst conferences in Country. Mentors more junior sales team members within Country or Vertical, and partner resellers where appropriate. Actively participates and shares knowledge around customer, solutions, and industry internally within Country or Vertical Sales organization. Works on Customer Accounts with opportunities of moderate scope.
Responsibilities
Account Planning

• Define the short-and long-term goals for a portfolio of named accounts and suspects to achieve the overall territory strategy and revenue goals, improve land-and-expand opportunities, and reduce customer churn.
• 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 so that energy, budget, and time spent are proportional to their strategic value, enhancing short-term revenue and profit potential.
• Identify 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 communicating the account health and plan to 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 disagreements where they occur.
• Provide matrixed team leadership, including partners, for the coordination of different sales activities across the entire sales cycle to move multiple opportunities to close simultaneously through the sales pipeline.
• Lead the definition and delivery of the Xcelerator story for the customer, using value-based messaging to create competitive advantage for the customer as a whole and for individual opportunities ensuring all are aligned with the overall vision messaging.
• Collect and synthesize the right information to create actionable insights that inform data driven decision-making.
• Work closely with Customer Outcomes 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.
• Run 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.
• Evaluate suspect customers' requirements, identifying the best potential solution fit from the DISW portfolio; the proposed return on investment and potential value improvement metrics and targets, settling 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 cooperate 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 be able to communicate using direct communications, digital communications and in person presentations.
• Identify and map the key collaborator 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 close.
• Supervise customer data to ensure solutions are persistently used to improve 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.

Sales Administration, Analytics and Reporting

• 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 embrace recommendations
• Assist in developing simple bid responses to RFx and other types of proposal to grow net new sales.
• Produce reports for Sales Management and Sales Meetings. Publish success stories on value realized by key customers.

Mentoring and Knowledge Sharing

• Actively participate in relevant internal Interest Groups at the Country or Vertical level to keep up to date on relevant solution and go to market changes, and industry trends.
• Actively participates and shares knowledge 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
• Undertake required personal administration for role including timely expenses.
• Uphold and implement Siemens compliance, health and safety and quality requirements. Undertake any other reasonable duties required by the company

Qualifications
Education and Experience:

• Relevant local University degree in Business, Computer Science, Engineering, Marketing or Sales (or lower qualification with work experience)

Good knowledge of the following skills

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

Scope:

• Local Sales Account Orchestrator for small number of accounts and carrying a personal Sales revenue quota
• On average 10 to 15 medium to large Names Accounts and portfolio of new logo prospects
• Expected mix 50% new logo business / 50% existing account growth and renewals (approx. 25% cross sales and 25% adoption expansion)
• Establishes and maintains customer relationship independently up to senior management level, and with coaching/support executive levels

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!
Siemens Software. Transform the Everyday
#LI-Hybrid
#li-plm
#SWSaaS

Skills Required