Partner Sales Executive 2

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.

Experiences sales professional with Experience in the range of 8 – 12 years. Candidate to have good work experience working in Aerospace and Defense 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.

Education and Experience:

8 – 12 years

Relevant local University degree in Business, Computer Science, Engineering, Marketing or Sales (or lower

Key Responsibilities

• Manufacturing Software Sales experience and SaaS Sales experience.
• Handle 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 cooperate with Sales Manager the level of sales investment warranted for the potential revenue.
• 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 collaborator landscape and political relationships in each account or prospect and define a collaborator 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 enhance 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 create additional opportunities.
• Create 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 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.
• Maintain the integrity of Siemens and support organizational culture, values, and reputation
• Undertake required personal administration for role including timely expenses
• Uphold and enforce Siemens compliance, health and safety and quality requirements
• Undertake any other reasonable duties required by the company

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
• Expected 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
• coaching/support executive levels

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 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 We offer a comprehensive reward package which includes a competitive basic salary, bonus scheme, generous holiday allowance, pension, and private healthcare.

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