PreSales Technical Account Manager

Siemens; Bengaluru; On-site; INR 2,500,000 - 4,500,000; Full time

Job summary

Siemens is seeking an account technical solution leader in Bengaluru to drive consultative sales engagements for Aerospace & Defense accounts, representing DISW solutions with strong PLM knowledge. You will lead cross-functional teams, craft value propositions, and present proofs of concept and proposals, coordinating with TAMs and mentors to win software business while traveling as needed.

The role demands over 10 years in A&D, deep PLM/ERP/MES exposure, and outstanding English communication,

Qualifications

• Experience in Aerospace & Defense industry, preferably >10 years.
• Strong presales or implementation background for PLM/CAD/STS/MES/MOM platforms.
• Comfort communicating with executives and leaders at all levels.
• Proven understanding of PLM, ERP, MES and IIoT concepts.
• Strong leadership and mentoring capabilities in PreSales.
• Willingness to travel and work with cross-functional teams.
• Excellent written and spoken English.

Responsibilities

• Lead and execute consultative sales engagements for specified key accounts.
• Manage country Software forecast and pipeline; collaborate with Services and Sales to grow software footprint.
• Liaise with Sales, Presales and Services to provide oversight and communicate a clear solution vision.
• Build trusted advisor relationships by discussing business challenges and industry trends.
• Develop customer visions and high-level business cases leveraging PLM technology.
• Lead the development of financially quantified value propositions for campaigns and opportunities.
• Coordinate introductions to professional services for successful implementations.
• Create and deliver solution domain value presentations for awareness and events.

Skills

A&D industry experience

Presales leadership

Consultative sales

Teamcenter PLM knowledge

English communication

Education

Engineering degree (Mechanical / Electronics / Electrical / IT / CS)

Tools

Teamcenter PLM

ERP / MES exposure

Job description

Overview

As part of a country or vertical Sales organisation, act as the account technical solution leader engaging with specified key Aerospace & Defense Account(s) to generate, lead and execute upon consultative sales engagements with key technical and business leaders at the customer, representing DISW solutions in a professional manner, with knowledge of the appropriate sales and presales processes.

Contribute to financially quantified value propositions specific to the client or prospect. Represent thought leadership of customer business needs and processes, and how our solutions improve the customer's business operationally and financially. Lead technical campaigns coordinating Siemens and partnering resources to win new business including the development and delivery of presentations, demonstrations, proofs of concept, proposals, and business/technology status reviews.

Work under self-management, managing tasks of moderate to complex scope. Contribute to the definition of PreSales practices and standards relating to the role and promote knowledge sharing within the key account. Develop good relationship with senior TAMs (Technical Account Manager) and TAM Mentors as well as mentor junior TAMs.

Responsibilities

• Lead and execute consultative sales engagements using available methods & tools to assess a prospect's business condition and recommend appropriate courses of action.
• Be fully proficient in the country Software forecast and pipeline for key accounts, work with the Services Business Consultants, and Sales Account Manager to find opportunities to widen the software footprint within these customers and actively support the close of software business.
• As an integral part of the Siemens PLM bid proposal and benchmark teams, liaise across the sales, PreSales and services functions to provide oversight and consultancy for, and communicate a clear vision of, the proposed solution.
• Build trusted advisor status by communicating knowledgably with the customer around business challenges, industry trends, competitor landscapes and wider interfaces, through the delivery of thought leadership, and speaking with authority, articulating Siemens PLM's vision and point of view on PLM adoption to deliver competitive advantage!
• Work with strategic customers to understand their business strategy and development a high-level customer vision and case that resolves identified business pain and leverages PLM technology as a business enabler and source of competitive advantage, in conjunction with PreSales Solution Architect and Sales representative!
• Lead the development and presentation of financially quantified, business linked value propositions specific to a customer or prospect in sales campaigns, and for all other PLM industry interests!
• Facilitate appropriate customer introductions to help professional services team deliver a successful implementation and ensure that relevant customer stakeholder information and strategies are transferred.
• Develop and deliver solution domain value presentations to communicate PLM capabilities via internal and external Awareness and Marketing Events. Examples include Exhibitions, Customer Days, Road shows, User Conferences, Product Launches

Background

• Experience in Aerospace & Defense Industry. Preferably with Teamcenter PLM background (>10 years).
• Strong experience in Presales or implementation roles for any commercial off-the-shelf PLM/CAD/STS/MES/MOM platforms.
• You feel comfortable in all levels in a company you talk to, project and department leaders as well as to the executives and C-Level.
• Proven understanding about practical use of PLM, ERP, MES systems and Industrial IoT systems.
• Strong analytical and systemic problem-solving skills with clear passion to develop and inspire changes.
• Proven leadership skills in areas of PreSales.
• Experience working with cross functional teams.
• Self-supporting, able to work without supervision, able to travel away for short periods.
• Proficient written and spoken English matched with excellent communication skills.
• Degree in Engineering Mechanical / Electronics / Electrical / Information Technology / Computer science or any relevant subject area.