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Enterprise Sales Director

4 semanas atrás

Rio de Janeiro, Brasil Siemens Digital Industries Software Tempo inteiro
Reporting directly to the Business Unit’s CEO this is an opportunity to impact Brazil’s Industry ecosystem, bringing state-of-the-art digital solutions to the market by understanding the customer’s need, challenging the status quo with digitalization best practices, and being responsible for sustainable exponential growth for the Enterprise Sales team.
This is a role where working together with all other teams at Siemens Digital Industry Software is key to success.
We are looking for a person driven by nature, eager to learn and develop her/himself and her/his team, with a growth mindset, and aligned with our core values: Accountability, Collaboration, and Excellence.
We are seeking a person with a proven record of success in enterprise software sales, to define and implement strategic plans to drive sales of multiple Siemens Digital Industries Software solutions in the Brazil market.
**Duties and Responsibilities**:
Business Operations Management:
- Ability to understand/articulate and align customer strategy with Siemens’ Digital Threads positioning, focusing on adding value to the customer.
- Maximizes revenue through the direction and coaching of Sales Managers on Strategic Named Accounts and Vertical Markets through the creation and management of an organizational strategy.
- Responsible for Revenue and Order forecast and delivery, the Enterprise Sales Director ensures sales goals are met within organization strategies and maintains coordination with integral organization functions.
- Responsible for resource allocation including budget as well as the hiring; firing; performance appraisals and pay reviews of sales management and associated sales force.
- Understand, apply, and contribute to Siemens Digital Industries Software’s overall strategy.
**Sales Operations Management**:
- Lead the definition of a comprehensive zone Sales strategy based on experience, appreciation, and understanding of the marketplace and the current key drivers for the zone, aligned with global goals, and support its interpretation within a country context.
- Closely monitor the market reaction to the zone Sales strategy and adjust plans accordingly.
- Establish efficient working processes within the zone Sales team and effectively delegate and coordinate activities to achieve Zone goals
- Supports the Sales activities of a zone and acts as an escalation point for process and customer issues when required
- Lead Sales Managers and liaise with other Zone Sales Organizations to ensure consistency of customer-facing approach
- Tracks customer purchasing and usage trends in zone sharing, suggesting, and strategizing between zone organizations and with appropriate sales management to determine standards, processes, and strategies, and identify any gaps.
- Collate the voice of the customer information for use in future strategy planning at a zone and global level.
- Pays close attention to key strategic and global Sales pursuits and develops executive relationships to help support the software sale
- Regularly review key strategic accounts and pursuits to ensure full attention and resources are provided to enable the effective close of the software sale
**Leadership**:
- Lead the zone debate and contribute to the global debate on the Sales approach and capability for the future, and the definition of the strategic global agenda for the evolution of the Customer-Centric Business.
- Lead the definition and drive of the Sales agenda within the zone to ensure that initiatives are focused on using high quality, repeatable delivery, and customer excellence to drive future software sales.
- Drive and coordinate zone initiatives for business, process improvement, and knowledge management that support the Global and Sales business objectives.
- Represent Siemens Digital Industry Software in Media Outlets, Industry, and Networking Events.
**People Management and Mentoring**:
- Ensure appropriate learning and development plans are established for direct reports, with support from L&D or HR Business Partner
- Provide advice and coaching to the Sales team on the development and delivery of high-quality conversations focused on adding value to the customers and prospects.
- Provide direction and coaching to Sales managers in the strategic management of the Sales business unit.
**Value Selling**
- Contribute to the creation and definition of Standards / Know How regarding Software Value Messaging and/or Industry/Process Best Practices
- For Key strategic bid proposals and global projects, lead and coordinate the bid team, liaise across the Sales, Delivery, Legal, Finance and other functions to provide oversight and consultancy for, and communicate a clear vision of, the proposed solution within the industry context of the customer
**What you’ll have**
- University degree required; MBA preferred
- 5+ years of proven experience in sales management and consultative selling
- Experience and passion in leading high-performing te