Responsible for generating revenue through Strategic Named Accounts and/or key vertical markets using a strategic approach. Understands and sells solutions for high level business problems independently, incorporating all PLM product lines. Establishes and maintains customer relationship at the executive level.
Duties and Responsibilities
- Independently applies advanced strategic value selling principles, concepts, and expertise to establish strategic direction for complex strategic initiatives.
- Assists in formulating a long-term strategic vision for the customer and recommendations that positions Siemens Industry Software (SISW) products and services to advance the customer’s strategic initiatives and delivers mutual value.
- Generates value statements into opportunity specific value propositions, for future emerging customer needs and demonstrates measurable impact on customers’ business performance.
- Develops and executes a complete sales plans including competitive counter tactics to competitively differentiate SISW products/services and position SISW to best respond to customer’s needs.
- Secures strategic relationships to create competitive immunity for Siemens PLM.
Market and Industry Knowledge
- Leverages comprehensive knowledge of the customer’s industry, and market segment to define value, create a competitive advantage, and gain economic power for the customer.
- Adapts comprehensive knowledge of the industry and market trends as they relate to the customer to position SISW as the provider of choice and trusted advisor.
- Establishes the competitive playing field to reduce threats and establishes competitive immunity within the prospect’s environment.
- Resolves possible deal specific objections based on competitive knowledge.
- Leverages SISW capabilities and effectively engages resources across the organization to bring strategic value to the customer.
Relationship Management & Business Methods
- Leverages networks to create relationship as trusted advisor with the client.
- Creates superior relationships with senior level executives and influences the long-term relationship with the client.
- Identifies the political structure of the organization and develops effective political strategies to secure SPLM’s position.
- Leads company to company relationships to develop competitive immunity and increase account penetration.
- Comprehends the customer’s needs, identifies business trends and implications, and maps possible solutions to deliver value.
- Establishes overall account plans and maintains a sales pipeline to achieve targets and quotas.
- Manages complex negotiations with the prospect to ensure a win/win contract.
- Identifies, assembles, and effectively utilizes individual’s abilities to complete the team objective.
- Devises creative deal structures using financial tools to develop competitive win/win offerings.
- Establishes and maintains forecast accuracy for the account portfolio.
- Meet agreed utilization targets and record hours and expenses in an accurate and timely manner.
- Uphold the professional integrity of Siemens at all times.
- Upholds and enforces Siemens compliance guidelines at all times.
- Adhere to all Siemens Health and Safety policies.
- Adhere to, and promote, all core internal and customer processes relating to the effective undertaking of the role.
- Ensure that all communication channels within the business are adhered to.
- Provide input, where appropriate to team meetings.
- Undertake any business administration in line with job activity.
- Undertake any other reasonable duties required by the company.
Required Knowledge/Skills, Education, and Experience
- Minimum 7+ years of enterprise sales experience with strong track record of hunting and closing agreements.
- Software or subject matter sales experience an asset.
- Advanced computer skills: Microsoft Word, Excel, PowerPoint, CRM, WebEx, Zoom.
- Ability to work independently as well as on a team in a collaborative environment.
- Strong time management and pipeline management skills.
- Consistent achievement of sales quotas.
- Excellent written and verbal presentation skills.
- Sales related courses advantageous.
- Focused, resilient, excellent networking capabilities, ability to interact at senior leadership level
- Excellent communicator, ability to influence and drive decisions
- Commercially minded, ability to accelerate sales cycles
- We are looking for a ‘hunter’ with proven ability to close
- Strong interpersonal skills, ability to work effectively with diverse stakeholders at all levels
- Ability to identify key stakeholders and decision makers and to establish long term relationships of trust, credibility and respect with them
- Must be a Permanent Resident or Canadian Citizen.
Organization: Digital Industries
Company: Siemens Industry Software ULC
Experience Level: Experienced Professional
Job Type: Full-time
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