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Enterprise Sales Executive

Job Description

1. Value Selling

• 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 (DISW) 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 DISW products/services and position SISW to best respond to customer’s needs.

• Secures strategic relationships to create competitive immunity for Siemens PLM.



2. 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 prospects 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.


3. Relationship Management

• 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.

4. Business Methods

• Comprehends the customers’ 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.


4. Business Methods

• Comprehends the customers’ 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.


Primary Job Qualifications:

• Minimum 5-10 years of experience in sales in IT industry.

• Strong financial and/or strategic planning and execution background and the ability to work comfortably with executives in Siemens PLM sales and executive management.

• Extensive knowledge of Energy and Utilities industry account Sales is essential

• Account selling and account management skills and experience selling at multiple levels.

• Experience in dealing with Cross Functional Teams.

• Excellent oral/written communication & listening skills necessary to present information, analysis & recommendations to all levels of employees, including executive management.




Organization: Digital Industries

Company: Siemens Industry Software Ltd.

Experience Level: Experienced Professional

Job Type: Full-time

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