Текст заказа
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 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.
Key Responsibilities
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 value 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.
* Consume 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.
Qualifications
* University degree in Business, Computer Science, Engineering, Marketing or Sales
* Manufacturing Software Sales experience
* SaaS Sales experience
* Food & Beverage market relationship and knowledge are required
Preferred Skills
Basic knowledge of the following skills
* Sales CRM Systems especially SFDC
* Digital Industry Software Sales especially a focus on specific product group and/or industry
* SaaS Sales
* MS Office and other day to day business systems
* Communication
* Presentation
* Teamwork & Collaboration
* Desire to work in a Sales role
We are Siemens:
At Siemens Software, flexibility is how we work—hybrid by default, built on trust and autonomy. Together, 30,000 people across more than 200 countries build technology that shapes the real world.
You'll grow through real projects, strong technical peers, and global mobility, backed by the scale and benefits of an industrial software leader. We're committed to equality and inclusion, and we hire based on merit, skills, and impact. Bring your curiosity and creativity and help us shape tomorrow!.
We value diversity at our company. We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status.
Siemens Software. Transform the Everyday
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