Sales Account Orchestrator II

Siemens • Livonia, MI

243d • $106,100 - $212,200 • Remote

About The Position

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. 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. Effectively co-ordinate a multi-disciplined, matrix team to execute plans within each account and prospect including internal DISW resources and partners. Establish and track measurable goals for monitoring 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 stakeholder knowledge and activity. Works under self-management on assignments/pursuits and will determine solutions, methods, and procedures. 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 basic scope.

Requirements

• At least 3-5 years relevant software Sales, Presales or Sales Support experience is required.
• Prefer relevant University degree in Business, Computer Science, Engineering, Marketing or Sales.
• Experience in, or strong understanding of, Automotive product development processes or Automotive business experience is preferred.
• SaaS Sales experience preferred, but not required.
• Must currently reside in the United States, preferably in the state of MI or surrounding areas.
• Strong preference for current Siemens DISW employees.

Nice To Haves

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

Responsibilities

• Define the short-term goals for a portfolio of named accounts and suspects to achieve the overall territory strategy and software and services revenue goals.
• Develop individual account strategies and associated plans for each named account or suspect aligned to the customers buyer journey.
• Prioritize 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.
• Identify the relevant go to market channels, campaigns and marketing tactics required to achieve the account plans for each named account.
• Participate in account reviews for each named account to explore data and updates.
• Facilitate collaboration and productive relationships across organizational boundaries.
• Provide matrixed team leadership for the coordination of different sales activities across the entire sales cycle.
• Collect and synthesize the right information to create actionable insights that inform data driven decision-making.
• Manage your own pipeline of leads and suspects to meet sales revenue targets.
• Run targeted campaigns with Marketing, Account Development or Inside Sales to generate high quality leads.
• Proactively develop relationships with new customers to understand challenges/needs.
• Guide the customer through the buying process for land and expand opportunities.
• Translate value statements into opportunity specific value propositions.
• Prepare license quotes and contracts, address contract issues prior to contract negotiations.
• Define customer success plan and success metrics and transition to Customer Success for onboarding after close.
• Monitor customer data to ensure solutions are persistently used to maximize adoption.
• 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.
• 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.

Benefits

• Flexibility in choosing between working at home and the office.
• Great benefits and rewards as expected from a world leader in industrial software.
• Paid sick leave, paid parental leave, PTO or non-accrued flexible vacation.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Industry: Machinery Manufacturing
• Education Level: Bachelor's degree