PreSales Technical Account Manager

Siemens AG; Bengaluru; On-site; INR 1,400,000 - 2,100,000; Full time

Job summary

Siemens AG in Bengaluru, India, is seeking an experienced Account Technical Solution Leader in the Aerospace & Defense space to drive consultative sales engagements and craft quantified value propositions for customers.

You will lead cross-functional teams, align PLM/ERP/MES solutions with client strategies, and support opportunity closing with compelling demonstrations, POCs, and proofs of concept across regional accounts.

Qualifications

• ,

Responsibilities

• Lead and execute consultative sales engagements to assess a prospect’s business condition and recommend actions.
• Forecast and manage country software forecast and pipeline; expand software footprint with key accounts.
• Coordinate with Sales, PreSales and Services to provide oversight and delivery of proposed solutions.
• Establish trusted advisor relationships by communicating insights on business challenges and industry trends.
• Understand customer strategy and develop high-level PLM-enabled value propositions for campaigns.
• Develop and present financially quantified, business-linked value propositions for customers.
• Facilitate introductions to enable successful implementation with professional services teams.
• Create and deliver solution domain value presentations for events and product launches.

Skills

Consultative selling

Leadership

Aerospace & Defense domain

PreSales experience

Executive communication

Education

Engineering degree in Mechanical / Electronics / Electrical / IT / Computer Science or related

Job description

Job Family: Software

Req ID: 515427

Company Overview

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.

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.

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

#LI-PLM

#LI-REMOTE

#SWSaaS

Organization: Digital Industries

Job Type: Full-time

Category: Sales