Siemens Digital Industries Software
Location
Bangalore | India
Job description
Siemens Digital Industries Software is a leading provider of solutions for the design, simulation, and manufacture of products across many different industries. Formula 1 cars, skyscrapers, ships, space exploration vehicles, and many of the objects we see in our daily lives are being conceived and manufactured using our Product Lifecycle Management (PLM) software.
General Summary of the Job: Experiences sales professional with Experience in the range of 8 – 12 years. Candidate to have good work experience working in Aerospace and Defence accounts in Bangalore. Knowledge of HAL , DRDO and Space preferred. Good working knowledge of customer buying process and understanding of the forecasting deals in this segment. Experience working directly on accounts will be an added advantage.
Prospecting and Discovery - Manage your own pipeline of leads and suspects to meet sales revenue targets and qualify to convert into Sales opportunities.
- Run targeted campaigns with Marketing, Account Development or Inside Sales to generate high quality leads and identify key players within target customers, or undertake your own activity using cold calling, unsolicited proposals, or social selling.
- Proactively develop relationships with new customers, to understand challenges/needs producing an influence map.
- Evaluate suspect customers' requirements, identifying the best potential solution fit from the DISW portfolio; the proposed return on investment and potential value improvement metrics and targets, determining the most appropriate go to market channel and message to pursue the opportunity.
- Assess the customer financial situation and complete an opportunity risk assessment and agree with Sales Manager the level of sales investment warranted for the potential revenue.
Opportunity Management - Guide the customer through the buying process for land and expand opportunities, engaging directly with customer decision makers, assisting by providing valuable insights to customers about their business highlighting the case for change, helping the customer navigate alternatives and avoid potential mistakes.
- Translate value statements into opportunity specific value propositions, addressing current and emerging customer needs and demonstrating measurable impact on customers' business performance and be able to communicate using direct communications, digital communications and in person presentations.
- Identify and map the key stakeholder landscape and political relationships in each account or prospect and define a stakeholder strategy to support the achievement of the account plan.
- Prepare license quotes and contracts, address contract issues prior to contract negotiations and set priorities on critical issues.
- Define customer success plan and success metrics and transition to Customer Success for onboarding after close. Monitor customer data to ensure solutions are persistently used to improve adoption and new value points are established and communicated.
- Builds a broad influential network and community of advocates inside the account (sponsors and change agents) to build additional opportunities.
- Build upsell / cross sell expansion opportunities ensuring we maintain consistently high renewal rates.
- Serve as the point of contact for our existing customers and drive all renewal sales opportunities, helping customers through the renewal process with the support of Renewal Sales if available.
Sales Administration, Analytics and Reporting - Accurately forecast sales opportunities via pipeline reporting using Salesforce.com data
- Maintain accurate and complete customer records, activities and pipeline reports within Salesforce and other CRM tools
- Participate in Win/Loss reviews to identify lessons learnt and adopt recommendations
- Assist in developing simple bid responses to RFx and other types of proposal to grow net new sales
- Produce reports for Sales Management and Sales Meetings
- Publish success stories on value realized by key customers
Mentoring and Knowledge Sharing - Actively participate in relevant internal Interest Groups at the Country or Vertical level to keep up to date on relevant solution and go to market changes, and industry trends.
- Actively participates and shares knowledge around customer, solutions, and industry internally within Country or Vertical Sales organization.
- Mentors more junior sales team members within Country or Vertical, and partner resellers where appropriate.
General: - Maintain the integrity of Siemens and support interpersonal culture, values, and reputation
- Undertake required personal administration for role including timely expenses
- Uphold and implement Siemens compliance, health and safety and quality requirements!
- Undertake any other reasonable duties required by the company
Good Knowledge Of The Following Skills - Software Sales Processes, Communication, Presentation, Partnership & Collaboration, Facilitation, Conflict Management, Negotiation
- Analytical and Problem-Solving Skills
- Business and Commercial Competence
- Customer Leadership and Self-Development!
Basic Knowledge Of The Following Skills - Sales CRM Systems especially SFDC
- Digital Industry Software Sales especially a focus on specific product group and/or industry
- SaaS Sales, MS Office and other day to day business systems
Scope: - Local Sales Account Orchestrator for small number of accounts and carrying a personal Sales revenue quota
- On average 10 to 15 medium to large Names Accounts and portfolio of new logo prospects
- Encouraged mix 50% new logo business / 50% existing account growth and renewals (approx. 25% cross sales and 25% adoption expansion)
- Establishes and maintains customer relationship independently up to senior management level, and with mentor/support executive levels
Education and Experience: - Relevant local University degree in Business, Computer Science, Engineering, Marketing or Sales (or lower qualification with relevant work experience)
- Manufacturing Software Sales experience
- SaaS Sales experience
Working Conditions/Physical Requirements: - Normal office or home office environment with travel to customer sites
- Must be willing and available to work the core hours required
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 encourage 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!
We offer a comprehensive reward package which includes a competitive basic salary, bonus scheme, generous holiday allowance, pension, private healthcare and actively support working from home.
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status.
Siemens Software. Where Today Meets Tomorrow
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