Job Family: SalesReq ID: 448628We are a leading global software company dedicated to the world of computer aided design, 3D modeling and simulation— helping innovative global manufacturers design better products, faster! With the resources of a large company, and the energy of a software start-up, we have fun together while creating a world class software portfolio. Our culture encourages creativity, welcomes fresh thinking, and focuses on growth, so our people, our business, and our customers can achieve their full potential.Summary of Job:As part of a Country or Vertical Software Sales organization for generating and closing SaaS and Hybrid SaaS revenue opportunities to meet assigned Sales performance to drive ARR.Orchestrates generation of new logo business and/or supports existing account growth and renewals by generating account and opportunity plans. Establishes and maintains customer relationships with coaching/support. Maps account key decision makers, identifies their high-level business challenges, recognizes their purchasing 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.Essential Functions: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 communication, 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 sales.
Sales Administration, Analytics and Rep
Accurately forecast sales opportunities via pipeline reporting using Salesforce.com data
Maintain accurate and complete customer records, activities and pipeline reports within Salesforce.com and other CRM tools
Participate in Win/Loss review to identify lessons learned 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.
Consumes 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 responsible duties required by the company.
Skills and Abilities
Basic knowledge of the following skills
Communication
Presentation
Teamwork & Collaboration
Self-Development
Desire to work in a Sales role
Scope
Entry level local Sales Account Orchestrator for small number of accounts and carrying a personal Sales revenue quota
With coaching/support, establishes and maintains customer relationships at the line management level.
Education and Experience:
Relevant local University degree in Business, Computer Science, Engineering, Marketing or Sales (or lower qualification with relevant work experience)
Industrial Software Sales experience (Knowledge of Consumer Goods or CPG space is a plus)
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!Siemens Software. Transform the EverydayThe hourly range for this position is $38.26 to $76.53 and this role is eligible to earn incentive compensation. The actual compensation offered is based on the successful candidate’s work location as well as additional factors, including job-related skills, experience, and relevant education/training. Siemens offers a variety of health and wellness benefits to employees. Details regarding our benefits can be found here: www.benefitsquickstart.com . In addition, this position is eligible for time off in accordance with Company policies, including paid sick leave, paid parental leave and PTO for non-exempt employees.#LI-PLM#LI-HYBRID#SWSaaS#LI-PS1Equal Employment Opportunity StatementSiemens is an Equal Opportunity and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, color, creed, religion, national origin, citizenship status, ancestry, sex, age, physical or mental disability unrelated to ability, marital status, family responsibilities, pregnancy, genetic information, sexual orientation, gender expression, gender identity, transgender, sex stereotyping, order of protection status, protected veteran or military status, or an unfavorable discharge from military service, and other categories protected by federal, state or local law.Reasonable AccommodationsIf you require a reasonable accommodation in completing a job application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please fill out the accommodations form by clicking on this link Accommodation for disability form (https://www.siemens.com/us/en/company/jobs/search-careers/accommodation-for-disability.html) . If you’re unable to complete the form, you can reach out to our AskHR team for support at 1-866-743-6367. Please note our AskHR representatives do not have visibility of application or interview status.EEO is the LawApplicants and employees are protected under Federal law from discrimination. To learn more, Click here (https://www.dol.gov/ofccp/regs/compliance/posters/ofccpost.htm) .Pay Transparency Non-Discrimination ProvisionSiemens follows Executive Order 11246, including the Pay Transparency Nondiscrimination Provision. To learn more, Click here (https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp%20EnglishformattedESQA508c.pdf) .California Privacy NoticeCalifornia residents have the right to receive additional notices about their personal information. To learn more, click here (https://new.siemens.com/us/en/general/legal/us-internet-privacy-notice-state-rights.html) .