Think Beyond The Label Jobs

Job Family: Sales

Req ID: 422387

We are Siemens 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! We offer a comprehensive reward package which includes a competitive basic salary, bonus scheme, generous holiday allowance, pension, and private healthcare. Siemens Software. Where today meets tomorrow.

As part of a Country or Vertical Software Sales organization, responsible for generating and closing SaaS and Hybrid SaaS revenue opportunities to meet assigned Sales performance targets to drive ARR. This is achieved through mainly subscription sales and follow-on services sales. Orchestrates to generation of new logo business and/or supports existing account growth and renewals by generating simple account and opportunity plans. Establishes and maintains customer relationship, with coaching/support, at the line management level. Maps accounts key decision makers, identifies their high-level business challenges, recognizes their purchase obstacles, and understands how DISW solutions could help them. Understands the potential business value delivered and commercial advantages to a customer and uses basic "off the shelf" sales value positioning for an opportunity stage and different buying personas. Track measurable goals for monitoring territory and account growth against targets. Works under self-management with some supervision on assignments/pursuits. Consumes knowledge around customer, solutions, and industry internally within Country or Vertical Sales organization. Works on Customer Accounts and New Logos with opportunities of basic scope.

Essential Functions:

Account Planning

· Define the short- term goals for a small number of named accounts and or suspects to achieve the overall territory

strategy and software and services revenue goals.

· With support, develop individual account tactics for each named account, to achieve the defined short-term goals,

based on forecast and hard data. Prioritize prospects and accounts to ensure that the energy, budget, and time spent on them is in direct proportion to their tactical value to the company. Document in the relevant sales tool.

· With support, identify the relevant go to market channels, campaigns and marketing tactics required to achieve the

account plans for each named account.

· Where relevant, attend and contribute to account reviews.

Team Orchestration

· With support, provide basic team leadership for the coordination of different sales activities for simple pursuits.

· With support, use value-based messaging to create competitive advantage for the customer for individual

opportunities ensuring all are aligned with the overall vision messaging for the account.

· 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.

· With support, proactively develop relationships with new customer stakeholders, to understand their

challenges/needs.

· With support, evaluate suspect customers’ requirements, identifying the best potential solution fit from the DISW

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.

Opportunity Management

· With support. 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.

· Communicate the vale message using direct communications, digital communications and in person presentations.

· With support, identify and map the key stakeholder landscape in each account or prospect and define a basic

stakeholder management plan to support the achievement of the account plan.

· With support, prepare basic license quotes and contracts and address contract issues prior to contract negotiations.

· With support, create upsell / cross sell expansion opportunities ensuring we maintain consistently high renewal rates.

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 adopt 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

Mentoring and Knowledge Sharing

· 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

· Consumes knowledge around customer, solutions, and industry internally within Country or Vertical Sales

organization

General :

· Maintain the integrity of Siemens and support organizational culture, values, and reputation

· Undertake 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:

Basic knowledge of the following skills

· Communication

· Presentation

· Teamwork & Collaboration

· Self-Development

· Desire to work in a Sales role

Minimum Requirements:

· University degree in Business, Computer Science, Engineering, Marketing or Sales

· More than five years of experience selling industrial software from any leading provider: Siemens, PTC, Dassualt, ARAS

· More than five years of experience selling to the US DoD, emphasis on US Air Force. Selling into the Acquisition, Test or Sustainment commands.

· Minimum of 5yrs of experience selling technology into industrial settings

· Travel to customer sites and related meetings, conferences to be about 50-75%

· Product, or Process, design for highly engineered products is a plus. Experience in MRO operations is a plus.

· Must currently reside in the United States, with a preferred location in the Eastern US.

NOTE: Applicants must not require employer sponsored work Visa authorization, now or in the future for employment in the USA. Applicants must be legally authorized for employment in the USA.

Siemens Software. Transform the Everyday

The total cash compensation range for this position is $185,700 to $371,400 with 50% of this being comprised of an annual incentive target. The actual compensation offered is based on the successful candidate’s work location as well as additional factors, including job-related skills, experience, and relevant education/training. Siemens offers a variety of health and wellness benefits to employees. Details regarding our benefits can be found here: www.benefitsquickstart.com In addition, this position is eligible for time off in accordance with Company policies, including paid sick leave paid parental leave, PTO (for non-exempt employees) or non-accrued flexible vacation (for exempt employees).

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