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.

Position overview:

We are seeking a highly strategic Sales Account Orchestrator to drive business development and generate SaaS and Hybrid SaaS revenue within designated Named Accounts and New Logo prospects. In this pivotal role, you will apply a value-driven approach to orchestrate complex sales initiatives, ensuring alignment with our overall sales targets and the Integrated Country Plan.

Your responsibilities will include devising comprehensive multi-channel strategies through detailed account and opportunity planning, understanding the market landscape, and identifying prospect challenges and decision-makers. You will effectively coordinate a multi-disciplined, matrix team, including internal resources and partners, to implement plans, resolve business needs, and overcome purchase barriers. A key aspect is adapting sales value positioning to different buying personas and industry needs, leveraging the potential business value of DISW Solutions.

The ideal candidate will be highly motivated, results-oriented, and possess a demonstrated history of success in sales and account management. Essential qualifications include a passion for technology, superior communication and negotiation abilities, and the capacity to excel in a dynamic environment. This role involves working on opportunities of high complexity and strategic importance, acting as a key point of contact, and contributing to knowledge sharing and mentoring within our global sales organization.

Key Responsibilities:

• Define short- and long-term goals for a portfolio of named accounts and suspects to achieve overall territory strategy and revenue goals, increasing land and expand opportunities and reducing customer churn. Develop individual account strategies and associated plans for each named account or suspect, aligned to the customer's buyer journey, based on forecast and hard data. Build, maintain, and implement a comprehensive territory plan.
• Proactively and constantly instigate new discussions within accounts and strategic prospects to understand customer goals and challenges relevant to opportunities. Handle your own pipeline of leads and suspects to meet sales revenue targets, qualifying them into sales opportunities. Drive targeted campaigns with Marketing, Account Development, or Inside Sales, or undertake your own activity using cold calling, unsolicited proposals, or social selling. Proactively develop relationships with new customers, identifying key players and influence maps.
• Understand the market and the challenges prospects face, mapping key decision-makers and identifying high-level business challenges. Translate value statements into opportunity-specific value propositions, addressing current and emerging customer needs and demonstrating measurable impact on customers’ business performance. Lead the definition and delivery of the digitalization story for the customer, using value-based messaging to create competitive advantage. Be adept at securing meetings with senior-level customer contacts and articulating the case for change. Represent Siemens at customer marketing and analyst conferences, industry conferences, events, and tradeshows as required.
• Drive and facilitate collaboration and productive relationships across organizational boundaries, ensuring cross-functional team cohesion and unity. Effectively coordinate a multi-disciplined, matrix team, including internal Siemens DI Software resources and partners, to implement plans within each account. Collaborate closely with Customer Outcomes and Customer Support teams for effective handover and swift technical issue resolution. Collaborate with Siemens sales colleagues to use existing relationships and identify new customer entry points.
• Guide the customer through the buying process for land and expand opportunities, engaging directly with decision-makers and providing valuable insights. Prepare license quotes and contracts, addressing issues prior to negotiations. Define customer success plans and metrics, ensuring effective transition to Customer Success post-close. Create upsell/cross-sell expansion opportunities, ensuring consistently high renewal rates. Accurately forecast sales pipeline and current quarter close in Salesforce.com, consistently striving to exceed quarterly and annual sales targets. Participate in Win/Loss reviews to identify lessons learned and adopt recommendations.
• Mentor more junior sales team members across Country/Vertical boundaries and partner resellers where appropriate. Lead knowledge sharing around customer insights, solutions, and industry trends internally within the sales organization.

Qualifications:

• Relevant local University degree in Business, Computer Science, Engineering, Marketing or Sales (or lower qualification with relevant work experience)
• Proven expertise in software sales with a verifiable track record of achievement in a quota-carrying role.
• Exceptional communication, presentation, and negotiation skills, capable of engaging with customers up to executive levels.
• Strong business and commercial skills, with the ability to translate technical benefits into business value and ROI.
• Excellent teamwork, collaboration, and facilitation skills, with the ability to manage conflict effectively.
• Highly analytical and problem-solving capabilities, with strong organizational skills.
• Dedicated, self-motivated, and entrepreneurial mentality.
• Proficiency in Sales CRM Systems, especially Salesforce.com, and other day-to-day business systems.
• Ability to build a broad influential network and community of advocates inside accounts.

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 Everyday

Siemens is dedicated to quality, equality, and valuating diversity, and we welcome applications that reflect the diversity of the communities within which we work.

Compensation is based on experience and market values. You will be asked what your expectations are. There are multiple perks beyond the basic health insurance package, including RRSP matching, share purchase matching, company paid diversity days, and an extensive employee assistance program.

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