Job Family: Sales

Req ID: 419960

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.

Job purpose

Improve revenue through the direction and mentoring of Sales Managers on Strategic Named Accounts and 'key' Vertical Markets through the creation and management of a organizational strategy. Ability to understand/articulate and align customer strategy with SPLMS solutions independently. Ensures sales goals are met within organization strategies. Maintains coordination with integral organization functions. Responsible for resource allocation including budget as well as the hiring; firing; performance appraisals and pay reviews of sales management and associated sales force.

Duties and Responsibilities

Business Operations Management:

• Understand, apply and, where appropriate, contribute to the Siemens PLM Global strategy

• Ensure the delivery of internal communications and awareness of corporate direction, mission, aims and procedures in business terms.

• Lead the definition of the Annual Operating Plan (AOP) for Zone Sales team, and provide input to Global AOP. Set appropriate budget plans for zone operation. Manage and control departmental expenditure and headcount within agreed budgets, supervising on-going progress against AOP and reports to Global Sales VP.

• Support the long term holistic strategy for customer retention in conjunction with other internal business units, to leverage future opportunities and growth within the customers wider business.

• May deputize for Sales Vice President as required, and support country Sales activities in the absence of a country Sales Manager on a request basis.

Sales Operations Management:

• Lead the definition of a comprehensive zone Sales strategy based on past experience, appreciation and understanding of the marketplace and the current key drivers for the zone, aligned with global goals, and support its interpretation within a country context.

• Closely monitor the market reaction to the zone Sales strategy and adjust plans accordingly.

• Establish efficient working processes within the zone Sales team and effectively delegate and co-ordinate activities to achieve Zone goals

• Supports the Sales activities of a zone and acts as an escalation point for process and customer issues when required

• Lead Sales Managers and liaise with other Zone Sales organizations to ensure consistency of SISW Sales approach

• Spearheads the investigation and evaluation of business potential of new Markets and/or Solutions within the zone.

• Tracks customer purchasing and usage trends in zone sharing, suggesting, and strategizing between zone organizations and with appropriate sales management to determine standards, processes, and strategies, and identifying any gaps.

• Collate voice of the customer information for use in future strategy planning at a zone and global level.

• Pays close attention to key strategic and global Sales pursuits and develops executive relationships to help support the software sale

• Regularly review key strategic accounts and pursuits to ensure full attention and resources are provided to enable the effective close of the software sale

• Contribute to the development of global partner strategy and coordinate the provision of a support infrastructure to enable the growth of Sales skills to the SISW channel, systems integrators and strategic partners within zone

Leadership:

• Lead the zone debate and contribute to the global debate on the Sales approach and capability for the future, and the definition of the strategic global agenda for the evolution of the Sales business for Siemens PLM products.

• Lead the definition and drive of the Sales agenda within the zone to ensure that initiatives are focused toward using high quality, repeatable delivery and customer excellence to drive future software sales

• Drive and co-ordinate zone initiatives for business, process improvement and knowledge management that support the Global and Sales business objectives

• Champion the use of whitespace analysis within the zone to enable the growth of the SISW software footprint within existing customer accounts

People Management:

• Working with HR and Global Management team contribute to the setting of compensation and benefit programs within the Sales organization in line with global guidelines for use within the country organizations

• Working with HR set compensation and benefit programs for any Zone Sales staff in line with global guidelines for use within the country organizations

• Working with the appropriate 3rd party or internal support functions and within the appropriate headcount policies and zone team plan, take ownership of and drive the approval and recruitment and selection of any zone Sales staff, and contribute to the selection of key senior Sales staff and Sales Managers within country organizations as required.

• Lead the creation and communication of individual goals for any zone team members, ensuring that individual performance and bonus objectives are aligned with the Zone and Global Sales strategy.

• Undertake regular performance appraisals according to Siemens HR processes and identify any direct report performance problems. Handle any subsequent mitigation process, drawing support from suitable internal functions such as HR to ensure adherence to Siemens’s policy and legal requirements

• Ensure appropriate learning and development plans are established for direct reports, with support from L&D or HR Business Partner

Mentoring:

• Provide advice and coaching to Sales team on the development and delivery of high quality technical and value presentations, communications of process and industry best practice adoption to customers in order for the customer to gain the highest value from their PLM Solution.

• Provide direction and coaching to Sales managers in the strategic management of the Sales business unit

• Serve as a business & commercial advocate within the Sales team to deliver mentorship and advice on business rigor within customer facing agenda and software sales pursuit

Value Selling:

• Contribute to the creation and definition of Standards / Know How regarding PLM Value Messaging and/or Industry/Process Best Practices

• For Key strategic bid proposals and global projects, lead the bid team, liaise across the sales, Sales and services functions to provide oversight and consultancy for, and communicate a clear vision of, the proposed solution within the industry context of the customer.

General:

• Support the organizational culture, values and reputation in company markets and with all staff, customers, suppliers, partners and regulatory/official bodies.

• Record own expenses in an accurate and timely manner, and efficiently sign off expenses for team where required

• Adhere to all relevant local legislation and corporate policies impacting both business operations and the management of staff

• Always uphold the professional integrity of Siemens

• Upholds and carries out Siemens compliance guidelines at all times

• Enforce 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 country/zone meetings

• Undertake any business administration in line with job activity, including the approval and management of timesheets

• Undertake any other duties required by the company

Skills and Abilities

Excellent Experience in:

• Software Sales Management to senior levels

• Managing execution and driving results

• Business and commercial acumen

• People management

• Value Selling ideally using the Challenger approach

• Presentation skills

• Communication skills

• Facilitation skills

• Negotiation skills

• Conflict management skills

• Teamwork & collaboration skills

• Customer leadership skills

• Analytical and problem-solving skills

• Working with, and implementing, change

• Sales processes and methodologies

• Data driven decision making

• MS Office and other day to day business applications

Good Experience in:

• People and business management

• Strategic thinking

• Entrepreneurship

• Sales CRM systems, especially SFDC

• Digital Industry Software Solutions

Why us?

Working at Siemens Software means flexibility - Choosing between working at home and the office at other times is the norm here. We offer great benefits and rewards, as you'd expect from a world leader in industrial software.

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 welcome 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!

Siemens Software. Transform the Everyday

Siemens is dedicated to quality, equality, and valuating diversity, and we welcome applications that reflect the diversity of the communities within which we work.

Compensation is based on experience and market values. You will be asked what your expectations are. There are multiple perks beyond the basic health insurance package, including RRSP matching, share purchase matching, company paid diversity days, and an extensive employee assistance program.

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