Experiences sales professional with Experience in the range of 8 – 12 years. Candidate to have good work experience working in Consumer goods, Electronics and Semiconductor software sales. 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.
• Assist in managing key customer accounts, ensuring high levels of customer happiness and retention
• Evaluate suspect customers’ requirements, identifying the best potential solution fit from the DISW portfolio; the proposed return on investment and potential value improvement metrics

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 customer 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.
• Support partners in identifying and pursuing new customer opportunities.
• Facilitate effective communication between Siemens and its partners, ensuring transparency and alignment of goals
• Build upsell / cross sell expansion opportunities ensuring we maintain consistently high renewal rates.

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 embrace recommendations
• Produce reports for Sales Management and Sales Meetings

General:

• Maintain the integrity of Siemens and support interpersonal culture, values, and reputation
• 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
• Stay updated on industry trends, market dynamics, and competitor activities to provide valuable insights and competitive strategies
• Work closely with partners to develop and implement sales campaigns, ensuring the promotion of Siemens software solutions
• Liaise with internal Siemens teams, including marketing, product development, and technical support, to ensure cohesive partner support

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