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DISW - Portfolio Development Executive

Job Description

About the Position

As part of a Zone Software Sales organization, the PfD Executive,

Advocate and drive the development of allocated portfolio domain/s through the identification of a clear target market and go to market strategy, and the execution of campaign and initiative centered strategies to leverage and maximize software opportunities.

Establish clear market positions for portfolio domain/s within Zone understanding what problems we are solving, and the business value delivered to customer in order to build a compelling sales message and collateral for campaign/initiative within each Country or vertical, appreciating that these messages will differ between industry and between country.

Act as trusted advisor to Sales, PreSales teams within the Zone providing guidance on the planning, execution, and measurement of portfolio development activities. Act as key point of contact for Sales teams for campaign knowledge and technical support.

Establish and track measurable goals for monitoring portfolio growth against each campaign/initiative, in own portfolio domain, across Zone and provide feedback to campaign and initiative owners on content and lessons learnt.

Works on portfolio domains including campaigns/initiatives of complex scope. Works under self-management on assignments/pursuits and will determine solutions, methods, and procedures. Provides guidance and mentoring within zone to others on portfolio development approaches in specific portfolio domains.


What are my responsibilities?

1. Defining Target Market

• Understand and fully align with the Interlock process defining approved campaigns and initiatives for delivery at all levels within the organization as they relate to the allocated portfolio domain, and align with Zone Managing Director for Zone consumption.

• Work with Marketing, Sales Account Managers & PreSales Business Development Consultants and Zone Services organization to understand and analyses the Market within the Zone

• By taking an overall view of the market for allocated domain, identify and track industry trends relevant to target market and produce growth forecasts for the Zone

• Analyze local competitor offerings and coverage to establish clear competitive differentiation for the portfolio within different markets.

• Ensure that the Global roadmap of campaigns/initiatives/services for target portfolio are widely understood and supported by the Zone.

• Identify key opportunities for the Zone, defining the industry, geography and target accounts for portfolio development projects

• Support the Portfolio Development Manager/Director to work with Zone and Country/Vertical Management to establish clear priorities for the market and work with Portfolio Development colleagues to balance the consumption of campaigns/initiatives within the Zone

• Provide Portfolio Development Manager/Director with relevant information to validate target market and opportunity definition with Zone Managing Directors and appropriate global teams e.g. Marketing, Product Management and Industry Strategy, to ensure alignment.

2. Go to Market Strategy & Planning

• Based on the target market definition, and through liaison with relevant global groups, create a comprehensive Go to Market strategy for assigned portfolio domain/s, and identify appropriate approached for the delivery of the strategy across the Zone.

• Responsible for identifying gaps between the Go to Market strategic roadmap and the ability to operationalize, generating options for bridging the gap and identifying the most appropriate Go to Market channel to drive and deliver portfolio growth for each market across the Zone, selecting from direct, channel or alliance partners.

• Support Portfolio Development Manager to gain agreement and sign off on Go to Market strategies with relevant Zone and Country/Vertical Sales Directors

• Depending on the selected Go to Market channel, support the recruitment and enablement of direct sales executives and/or specialist indirect channel or alliance partners.

• Lead the alignment of existing campaign and initiative activities being undertaken by local country/vertical and zone field and marketing teams to the Go to Market strategy for allocated portfolio domain/s, continuing appropriate ongoing activities and planning for the reduction and removal of activities which do not align with an approved Global campaign or Global/Zone/Country/Vertical Initiative.

• Provide feedback to Campaign collateral owners into the creation of Go To Market collateral in support of a Global Campaigns.

• Lead the creation of Go to Market collateral in support of Zone or Country/Vertical initiative, aligning with the Interlock process and ensuring that materials are suitable for standardization, and validate with Sales and PreSales Zone/Country/Vertical teams.

• Provide input to the Portfolio Development Manager/Director for the 5-year planning process for Zone/Country/Vertical, ensuring the portfolio growth projections and forecasts are accurately represented.

3. Campaign and Initiative Execution

• Work with Sales Account Managers and Sales Executives to build strategic plans for identified customers and opportunities in the target market to deliver the go to market strategy

• With support from the Portfolio Development Manager/Director, gain agreement and sign off on direct sales execution and expected outcomes of campaigns and initiatives in own portfolio domain, including timing, deliverables, pipeline, and revenue, within Zone and Countries with the appropriate Country/Vertical Sales Management teams and Account Managers.

• Act as Zone Program Manager for market awareness and demand generation for portfolio campaigns and initiatives in allocated portfolio domains, in collaboration with Zone/Country Marketing.

• Assist in executing the customer facing plan to generate incremental revenue, focusing on supporting the field and partners in pipeline generation and qualification for campaigns and initiatives.

• Provide direct engagement with customer, as part of the sales pursuit team, for key must win accounts, in alignment with the Strategic Pursuit team activities.

• Provide leadership to PreSales Business Development on long term strategic value proposition and industry positioning, ECO-System and demonstrating thought leadership to the customer around the campaign/initiative across the Zone.

• Support Customer and Analyst marketing events across the Zone

4. Enablement and Mentoring

• In collaboration with Global L&D, design and deliver appropriate targeted enablement activities to direct and indirect Sales, Presales and Services teams within the Zone for each campaign and initiative.

• Act as Sales Zone Interest Group lead for own Portfolio domain to support the transfer of knowledge across Countries/Vertical and between Zones.

• Act as a thought leader and champion of business transformation within own portfolio domain, maintaining an understanding of latest technical and industry trends, transferring knowledge to drive organizational sales maturity and portfolio growth.

• Help Alliance and Channel Management to target and enable partners to support incremental portfolio growth opportunities where appropriate.

• Mentor the direct and indirect field sales and presales teams on demand generation and pursuit.

• Work with Zone Marketing to provide ongoing market awareness enablement to both direct and indirect field, ensuring sessions are captured for reuse.

• Support and present at Country/Vertical/Zone internal sales events and conferences

5. Measurement and Reporting

• Establish and track measurable goals for monitoring portfolio growth against each campaign/initiative within the Countries/Verticals including

- Go To Market collateral aligned to agreed initiatives (Awareness, Collateral, Demand Generation)          - Pipeline

- Revenue

• Provide regular reports against agreed metrics for portfolio domain and campaign/initiative in the zone, showing progress against strategy, risks, challenges and resulting agreed actions to deliver plan.

• Actively engage with Sales leaders and regularly attend Country/Vertical and Zone Sales meetings as required.

• Monitor campaign and initiative execution to ensure consistency in the leverage of collateral and the delivery of the sales pursuit, utilizing the global sales methodology and approach.

• In collaboration with global colleagues assigned to the same portfolio domain capture lessons learnt and provide regular feedback to global owners of campaigns and initiatives providing insights into what is working, what is not working and why.


What do I need to qualify for this job?

• Bachelor or master’s degree holder in mechanical or aerospace engineering technology.

• 5+ years of working experience with CAE software sales.

• Experience of 10+ years with software sales.

• Good presentation skills preparing form and content as well as in delivery.

• Be able to work with other Siemens employees and external partners with different cultures from different

countries.

• Have a self-motivated attitude with proven skills to deliver results in a matrix organization.

• High level of emotional intelligence and understanding of people’s incentives successfully create alignment

across countries.

• Business level English is a must


Organization: Digital Industries

Company: Siemens Industry Software Ltd.

Experience Level: Experienced Professional

Job Type: Full-time

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