As part of a Country or Vertical Software Sales organization, responsible for generating and closing specialised SaaS and Hybrid SaaS software revenue opportunities, primarily through subscription, renewals and follow-on services sales, within Target Accounts, in co-sell motion with Account Orchestrators in Named Accounts and/or New Logo prospects to achieve assigned sales performance targets and drive net new and add-on ARR. Within the context of the Integrated Country Plan, drive new logo and/or existing account growth through iterative strategy development, capture tactics, and fostering customer curiosity, demand, and adoption with a strategic value-based approach
In partnership with the broader account team, build trusted customer relationship at all management levels, understanding and mapping account key decision makers. Understands the market for specialism, aligning Siemens digital threads to the customers strategic and operational goals, how the solution addresses their high-level business challenges and recognises and removes potential purchase obstacles. Drive the definition and delivery of key domain stories, using value-based messaging to create competitive advantage for the customer as a whole and/or for individual customer opportunities ensuring all are aligned with the overall vision messaging for the account and Siemens Go To Market approach. Lead domain level responses to RFIs, RFPs, and other bid documents, especially for domain-specific sections. Collaborate with legal, finance, and product teams to ensure proposals are accurate and aligned with company policies. Establish and track measurable goals for monitoring domain growth against targets.
Work under self-management on domain specific assignments/ pursuits of moderate scope and will determine solutions, methods and procedures. Mentor more junior sales team members within Country or Vertical and partner resellers where appropriate. Actively participates and shares specific domain knowledge around solutions and industry internally within Country or Vertical Sales organisation.
Essential Functions:
Account Planning
Align the short and long-term domain specific goals for a portfolio of Target Accounts (including Named Accounts) and suspects in order to achieve the overall territory strategy and software and services revenue goals; maximising land and expand opportunities and reducing customer churn.
Map individual account strategies and associated plans aligned to the customers buyer journey, in order to achieve the defined short and long-term goals for the assigned domain/portfolio, based on forecast and hard data.
Prioritise suspects and accounts to ensure that the energy, budget and time spent on them is in direct proportion to their tactical or strategic value to the company, and to maximise the revenue and profit potential of the territory as a whole in the short term.
Identify relevant go to market channels, campaigns & marketing tactics required to achieve the domain plans within each account.
Actively engage with the Account Orchestrator in the development and implementation of the Account Plan for your domain.
Team Orchestration
Collaborate within matrixed team leadership, including AOs, partners, for the coordination of different sales activities across the entire sales cycle to move multiple opportunities to close simultaneously through the sales pipeline.
Drive the definition and delivery of key domain specific stories, using value based messaging to create competitive advantage for the customer as a whole and/or for individual customer opportunities ensuring all are aligned with the overall vision messaging for the account and Siemens Go To Market approach.
Work closely with Customer Outcomes, Customer Success and Customer Support teams to drive faster adoption of our solutions and generation of cross- and upsell opportunities.
Collaborate with Renewal Sales to drive high renewal rates.
Prospecting and Discovery
Manage own pipeline of leads and suspects to meet sales revenue targets and qualify in order 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.
Research target organizations to understand their structure, challenges, and strategic priorities.
Identify key stakeholders and decision-makers and build influence maps to guide engagement.
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.
Understand customer domain processes thoroughly to ensure that Siemens' solutions are seamlessly integrated into the customer's workflow, thereby enhancing efficiency and performance.
Assess the customer financial situation and complete an opportunity risk assessment and agree 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 within key, designated domain groups.
Engage 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 domain value propositions, addressing current and emerging customer needs and demonstrating measurable impact on customers' business performance using the appropriate combination of direct communications, digital communications and in person presentations.
Prepare and deliver accurate license quotes, proposals, and contracts; addressing commercial and legal issues proactively before formal negotiations begin and take direct responsibility for closing deals to maximize overall account growth, working alongside Account Orchestrators where applicable.
Provide input into the Customer Success Plan and domain success metrics, while transitioning ownership to Customer Success for onboarding and execution after close.
Build a network of internal champions and change agents within the customer organization and leverage these relationships to expand footprint and influence future buying decisions.
Sales Administration, Analytics and Reporting
Own and manage accurate forecasts of sales opportunities using CRM tools like Salesforce.
Actively analyze pipeline trends and conversion rates to identify risks and opportunities as part of regularly
reviewing and manage opportunity stages, expected close dates, and deal values to support domain-level forecasting.
Provide strategic input into territory planning and quota setting based on historical data and market insights.
Generate reports for Sales Management and Sales Meeting and internal stakeholders to track performance, pipeline velocity, and conversion rates.
Conduct deeper analysis of sales performance, win/loss data to identify patterns, lessons learned, and areas for improvement.
Support quarterly business reviews (QBRs) and sales meetings with data-driven insights.
Lead domain level responses to RFIs, RFPs, and other bid documents, especially for domain-specific sections.
Collaborate with legal, finance, and product teams to ensure proposals are accurate and aligned with company policies.
Identify and implement improvements in sales processes.
Contributes to the development and refinement of sales tools, templates, and workflows.
Mentoring and Knowledge Sharing
Actively participate in relevant internal Interest Groups at the Country or Vertical level in order to keep up to date on relevant solutions and go to market changes, and industry trends
Actively participates and shares knowledge around customer, solutions and industry internally within Country or Vertical Sales organisation.
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 enforce Siemens compliance, health and safety and quality requirements
Undertake any other reasonable duties required by the company
Skills and Abilities:
Sales Orchestration (Buyer & Seller Journeys; Sense Making; Consensus Building; Insight Selling; Negotiation and Closing; Digital & Virtual Customer Engagement)
Digital Industry Software Sales especially a focus on XXXXXXX
SaaS Sales
Communication Skills
Presentation and Storytelling Skills
Teamwork & Collaboration
Facilitation
Conflict Management
Analytical and Problem Solving Skills
Customer Centricity
Willingness to Learn
Basic knowledge of the following skills
Guiding without Authority
Working with Change
Sales CRM Systems especially SFDC
XXXXXX Industry Knowledge
MS Office and other day to day business systems
Education and Experience:
Relevant local University degree in Business, Computer Science, Engineering, Marketing or Sales (or lower qualification with relevant work experience)
Manufacturing Software Sales experience
SaaS Sales experience
Working Conditions/Physical Requirements:
Normal office or home office environment with travel to customer sites
Must be willing and available to work the core hours required
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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