Sales Account Orchestrator

We 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.General Summary of the Job:
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.Essential Functions:
Account PlanningDefine 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 OrchestrationWith 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 DiscoveryManage 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 ManagementWith 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 vale 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 ReportingAccurately forecast sales opportunities via pipeline reporting using Salesforce.Com dataMaintain accurate and complete customer records, activities and pipeline reports within Salesforce and other CRM toolsParticipate in Win/Loss reviews to identify lessons learnt and adopt recommendationsAssist in developing simple bid responses to RFx and other types of proposal to grow net new salesProduce reports for Sales Management and Sales MeetingsMentoring and Knowledge SharingParticipate 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 trendsConsumes knowledge around customer, solutions, and industry internally within Country or Vertical Sales organizationGeneral:
Maintain the integrity of Siemens and support organizational culture, values, and reputationUndertake required personal administration for role including timely expensesUphold and enforce Siemens compliance, health and safety and quality requirementsUndertake any other reasonable duties required by the companySkills and Abilities:
Basic knowledge of the following skillsCommunicationPresentationTeamwork & CollaborationSelf-DevelopmentDesire to work in a Sales roleScope:
Entry level local Sales Account Orchestrator for small number of accounts and carrying a personal Sales revenue quotaWith coaching/support, establishes and maintains customer relationships at the line management levelEducation and Experience:
Relevant local University degree in Business, Computer Science, Engineering, Marketing or Sales (or lower qualification with relevant work experience)Manufacturing Software Sales experienceSaaS Sales experienceWorking Conditions/Physical Requirements:
Normal office or home office environment with travel to customer sitesMust be willing and available to work the core hours requiredWhy 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 tomorrowSiemens Software. Transform the Everyday#LI-PLM#LI-HYBRID#SWSaaSJob Family:
SalesReq ID:
454712#J-18808-Ljbffr

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