SiemensDigital Industries Software is a leading provider of solutions for the design,simulation, monitoring, and operational optimization, enabling energy andutility companies to enhance efficiency, safety, and sustainability.
As part of our Energy and Utilities 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.
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 where 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.
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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. Represent Siemens at customer marketing and analyst conferences in Country. 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 moderate scope.
Main responsibilities:
Account Planning
- Define the short- and long- term goals for a portfolio of named accounts and suspects to achieve the overall territory strategy and software and services revenue goals; maximizing land and expand opportunities and reducing customer churn.
- Develop individual account strategies and associated plans for each named account or suspect aligned to the customers buyer journey, to achieve the defined short- and long-term goals, based on forecast and hard data.
- 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, and to maximize the revenue and profit potential of the territory in the short term.
- Identify the relevant go to market channels, campaigns and marketing tactics required to achieve the account plans for each named account.
- On an ongoing basis, lead account reviews for each named account to explore the accounts health using relevant scorecards, data and updates from the account team. This may include presenting the account health and plan to Sales and Country Management.
Team Orchestration
- Drive and facilitate collaboration and productive relationships across organizational boundaries to ensure cross functional team cohesion and unity, resolving conflicts where they occur.
- Provide matrixed team leadership, including partners, for the coordination of different sales activities across the entire sales cycle to move multiple opportunities to close simultaneously through the sales pipeline.
- Lead the definition and delivery of the Xcelerator story for the customer, using value-based messaging to create competitive advantage for the customer as a whole and for individual opportunities ensuring all are aligned with the overall vision messaging.
- 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.
- 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.
- Proactively develop relationships with new customers, to understand challenges/needs producing an influence map.
- 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.
- 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, 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.
- Translate value statements into opportunity specific value propositions, addressing current and emerging customer needs and demonstrating measurable impact on customers' business performance and be able to communicate using direct communications, digital communications and in person presentations.
- Identify and map the key stakeholder landscape and political relationships in each account or prospect and define a stakeholder strategy to support the achievement of the account plan.
- Prepare license quotes and contracts, address contract issues prior to contract negotiations and set priorities on critical issues.
- Builds a broad influential network and community of advocates inside the account (sponsors and change agents) to create additional opportunities.
- 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, helping customers through the renewal process with the support of Renewal Sales if available.
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
- Publish success stories on value realized by key customers
Required experience:
- Relevant local University degree in Business, Computer Science, Engineering, Marketing or Sales (or lower qualification with relevant work experience)
- SaaS Sales experience
- Minimum 7+ years of Enterprise Software sales experience with strong track record of hunting and closing agreements.
- Must be currently located in the greater Calgary area
- Focused, resilient, excellent networking capabilities, ability to interact at senior leadership level
- Sales CRM Systems especially SFDC
Scope:
- Local Sales Account Orchestrator for small number of accounts and carrying a personal Sales revenue quota
- On average 10 to 15 medium to large Names Accounts and portfolio of new logo prospects
- Expected mix 50% new logo business / 50% existing account growth and renewals (approx. 25% cross sales and 25% adoption expansion)
- Establishes and maintains customer relationship independently up to senior management level, and with coaching/support executive levels
Why us?
Workingat Siemens Software means flexibility - Choosing between working at home andthe office at other times is the norm here. We offer great benefits andrewards, as you'd expect from a world leader in industrial software.
Acollection of over 377,000 minds building the future, one day at a time in over200 countries. We're dedicated to equality, and we welcome applications thatreflect the diversity of the communities we work in. All employment decisionsat Siemens are based on qualifications, merit, and business need. Bring yourcuriosity and creativity and help us shape tomorrow!
Siemens Software. Transform the Everyday
Siemensis dedicated to quality, equality, and valuating diversity, and we welcomeapplications that reflect the diversity of the communities within which wework.
Compensation is basedon experience and market values. You will be asked what your expectations are.There are multiple perks beyond the basic health insurance package, includingRRSP matching, share purchase matching, company paid diversity days, and anextensive employee assistance program.
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