Account Technology Manager for Systems Supply Chain - 311274

Marlborough, MA

About Siemens Digital Industries Software

Siemens Digital Industries Software is driving transformation to enable a digital enterprise where engineering, manufacturing and electronics design meet tomorrow. Our solutions help companies of all sizes create and leverage digital twins that provide organizations with new insights, opportunities and levels of automation to drive innovation.

Account Technology Manager for Systems Supply Chain - 311274

Mentor Graphics is now Siemens EDA

Siemens EDA is a global technology leader in Electronic Design Automation software. Our software tools enable companies around the world to develop new and highly innovative electronic products faster and more cost-effectively. Our customers use our tools to push the boundaries of technology and physics in order to deliver better products in the increasingly complex world of chip, board and system design.

The Account Technology Manager (ATM) is responsible for development and execution of the strategy to achieve specific business targets and strategic objectives for The Siemens EDA Systems Business offerings with a focus on our systems solutions impacted by our supply chain solution (Supplyframe) within the territory.

The ATM will need to drive the priorities of all the system products opportunities related to our supply chain solution in the territory and provide a clear prioritization for resource allocation to the field technical resource management and BU. This person will thus be responsible for maintaining up-to-date data for tracking engagements including sales stage, progress against plan, action items, risks and prioritization.

As part of this role, the ATM is responsible for coordinating the technical account plans and campaigns necessary with our partners in the supply chain BU (Supplyframe) to achieve the initial win, proliferation, and strategic development partnerships with customers in the territory. Identification and prioritization of opportunities to leverage the design, manufacturing, and supply chain solution set and drive new revenue growth including competitive replacements will be the focus for this role. This person is expected to work very closely with both the EDA channel and the Supplyframe channel to optimize revenue synergies on both the buy-side and sell-side solution areas. Providing critical field intelligence back into the EBS, Valor, and Supplyframe BUs is also required to make sure the product direction and roadmaps are aligned with the customer needs in the territory.

In the systems space, the ATM will be recognized as the go-to supply chain resource to lead opportunities that are related to the supply chain challenge faced by our customers.

Responsibilities Include:
Focus on joint engagements that leverage the Supplyframe solutions along with the Siemens EDM Systems solutions with a goal of optimizing synergistic revenue for both. This includes driving, coordinating, and tracking joint sales engagements between the EDA Channel and the Supplyframe channel. These joint engagements will lead to customer input that will impact our product strategy roadmap that will need to be captured along with input from the field technical team and once refined and prioritized will need to be communicated to the business units on a regular basis.

The main goal of this role is to achieve business targets and strategic objectives aligned with the synergy revenue goals outlined during the acquisition process. The strategy to achieve those business targets requires the construction of a top-down and bottom-up plans in strong collaboration with the Supplyframe and Siemens EDA business groups.

• Define technical account engagement plans and campaigns necessary to achieve the results. The strategy and plans for each account must be developed in collaboration with the Account Manager and the rest of the account team.
• Fully understand the various expected synergy revenue streams and take a leadership role in helping to drive field activities along with driving sales campaigns that are focused on those revenue targets.
• Assist in the development of supply chain related messaging that is impactful to our sales efforts with targeted customers.
• Define, track and report the priorities for all engagements at every stage and communicate closely with technical management helping to prioritize engagements and short vs. long-term objectives
• Build strong customer relationships to enable establishment of strategic relationships for Siemens EDA in supply chain related products / technology
• Serve as the key field resource to summarize competitive threats and opportunities

Job Qualification:
• BS Degree or equivalent
• 10+ years of related experience.
• Financial understanding to enable selling at a business level
• Product, market, and industry expertise in PCB design and analysis technology. Supply chain experience preferred.
• Negotiating skills
• Prospecting/uncovering skills
• Create and maintain technical campaigns
• Set appropriate expectations and decision criteria
• Excellent communication skills
• Ability to successfully drive closure of technical campaigns
• Ability to effectively work in a highly matrixed organization across account management, the field technical organization, and the business unit R&D and Marketing teams
• Professional customer presence

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Organization: Digital Industries

Company: Siemens Industry Software Inc.

Experience Level: Experienced Professional

Job Type: Full-time

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