The Associate Account Technology Manager (ATM) is responsible for development and execution of the strategy to achieve specific business targets and strategic objectives for Electronic Board Systems-EBS (PCB) products (Xpedition, Hyperlynx, and Valor platforms) within the territory.
The ATM will need to drive the priorities of all PCB Product Line opportunities in the territory and provide a clear prioritization for resource allocation to the field technical resource management and Business Unit. This person will thus be responsible for maintaining up-to-date data for tracking engagements including sales stage, progress against plan, action items, risks and prioritization.
As part of this role, the ATM is responsible for defining the technical account plans and campaigns necessary to achieve the initial win, proliferation and strategic development partnerships with customers in the territory. This person will work closely with the Account Manager to develop this plan and the Account Manager must ultimately approve this plan. Growth through competitive replacement is a key focus of this role. This person is expected to uncover and qualify competitive replacement opportunities, work with Account Manager to develop technical campaign, secure technical resource and buy-in from both Field technical management and Business Unit, and drive the campaign to closure. Providing critical field intelligence back into the PCB (EBS) Business Unit is also required to make sure the product direction and roadmaps are aligned with the customer needs within the territory.
Responsibilities Include:
Develop the overall PCB (EBS) product strategy along with the Field technical management to achieve business targets and strategic objectives based on EDA Sales organization and Business Unit needs. Business targets and strategic objectives are defined by EDA Sales organization in conjunction with the Business Unit. The strategy to achieve those business targets requires the construction of a top-down and bottom- up plan account by account within a territory (including calling out strategy to capture unidentified business in that territory)
• Define technical account engagement plans and campaigns necessary to achieve the results. The strategy and plans for each account must be approved by the Account Manager.
• Lead and manage the account campaigns for the specific product line.
• Ensure understanding of all elements of any technical campaign - decision process, success criteria, committed usage upon success, run rate impact, AE resources required and, of course, solving the customer’s problem.
• Establish regular meetings with specific customer management to support successful campaigns
• Align with account team on business opportunities and build up the engagement tracking mechanism to ensure ability to summarize data and communicate progress vs plan across multiple accounts effectively
• Define, track and report the priorities for all engagements at every stage and communicate closely with technical management helping to prioritize engagements and short vs. long-term objectives
• Build strong customer relationships to enable establishment of strategic relationships for Mentor in product / technology
• Serve as the key field resource to summarize competitive threats and opportunities
• Collect and communicate customer feedback, competitive information, and general field intel
The total cash compensation range for this position is $134,700 to $269,400 with 30% of this being comprised of an annual incentive target. If you reside in the Bay Area the total cash compensation range for this position is $154,800 to $294,100 with 30% of this being comprised of an annual incentive target. Siemens offers a variety of health and wellness benefits to employees. Details regarding our benefits can be found here: www.benefitsquickstart.com. In addition, this position is eligible for time off in accordance with Company policies, including paid sick leave, paid parental leave, PTO (for non-exempt employees) or non-accrued flexible vacation (for exempt employees).
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Organization: Digital Industries
Company: Siemens Industry Software Inc.
Experience Level: Experienced Professional
Full / Part time: Full-time
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