Technical Account Manager - Strategic Account

Siemens

Kolkata District

On-site

INR 2,500,000 - 5,500,000

Full time

4 days ago

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Job summary

Siemens Limited in Kolkata seeks an experienced Technical Account Manager to drive pre-sales initiatives across assigned accounts. You will identify opportunities, craft technology roadmaps, and support sales teams to achieve targets.

You will engage with key technical and business leaders, influence specifications, and position Siemens Instrumentation, Automation & Digitalization solutions as the preferred choice. Travel across India is required.

Qualifications

Bachelor's degree in Engineering or equivalent; specialization an advantage.
10+ years in Industrial Automation with 6+ years in Technical Sales / Pre-sales.
Experience crafting digital transformation roadmaps with value propositions.
Understand Minerals, Material Handling, Metals industries and EPCs/OEMs/Consultants.
Strong knowledge of Instrumentation, VFDs, PLC, SCADA, DCS and Industrial IT/OT integration.

Responsibilities

Drive pre-sales initiatives and identify opportunities to secure impactful deals.
Lead consultative engagements with key technical and business leaders at customers.
Position Siemens solutions as preferred choice with EPCs/OEMs/End users/Consultants.
Communicate industry trends and business challenges to build trusted advisor status.

Skills

Technical sales

Industrial automation

Solution consulting

C-suite engagement

Project management

Digital transformation

IT/OT integration

Stakeholder management

Education

Engineering degree

Tools

SCADA

DCS

PLC

Automation software

Job description

Job Description

Technical Account Manager

Responsibilities

Drive pre-sales initiatives to secure impactful deals by identifying opportunities, crafting compelling technology roadmaps, and supporting sales teams to achieve their business targets
As an account technical solution leader engaging with specified key account(s) to generate, lead and execute upon consultative sales engagements with key technical and business leaders at the customer
Influence specifications, secure approved vendor status, and establish Siemens solutions as the preferred choice with EPCs / OEMs / End users / Consultants
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 adoption of appropriate Integrated Automation & Digitalization solution to deliver competitive advantages
Engage at early stage of a Project, understand the nature of the opportunities and associated deliverables, accordingly, develop strategies to stitch & pitch the portfolio elements like Instrumentation, Automation & Drives, Digitalization & AI along with overall system architecture
Crafting, co-creating & convincing digital transformation roadmap for customers with value propositions and real use cases
Build and maintain trusted relationships up to CxO-level / key business stakeholders — as the accounts strategic technical advisor
Understand the complete scope of the project and position the possible portfolio elements by engaging with multiple stakeholders and stitch the data-fabric across systems to provide unified view of the operations to EPC / End-users / Consultant as a differentiator.
Support to drive profitable sales growth and expand market share of SIEMENS across assigned key account(s)
Build an integrated approach where technical expertise, business understanding, and commercial strategy reinforce each other. Because the most ambitious projects require the commitment of many stakeholders, the TAM plays an essential role in coordination, alignment, and transforming opportunities into concrete successes
Fully understand the portfolio (Instrumentation, VFDs, Automation, Digitalization & AI and Cybersecurity) and effectively use available opportunities to articulate Siemens’ value-added propositions and create sustainable business growth
Lead technical discussions, solution workshops, customer presentations, Demo and proof-of-concept discussions. Organize product training for customers.
Building and expanding trusted relationships with respective Sales team, technical experts, Channel Partners, EPCs/OEMs, Consultants and End-users
Capability to prepare the technical proposal along with system architecture and convince the customer with most optimized BoM to actively negotiate in coordination with Sales Account Manager and key stakeholders
Collaboration with channel partners to co-create value propositions that accelerate deal cycles and expand wallet share
Align with respective Sales team for the forecast & opportunity pipeline for assigned key account(s); further to find opportunities to widen the portfolio footprint and actively support to close the opportunities & achieve the assigned targets
Collaborate with sales teams to qualify leads, conduct discovery workshops, and uncover customer pain points, process optimization, and achieve a healthy lead-to-opportunity conversion rate
Analyzing markets, customer needs, technology trends and competing portfolios to identify strategic opportunities, value creation, support to do pilot project and scale

Qualifications / Background

Degree in Engineering (Electronics / Electrical / Instrumentation & Control / Information Technology); A masters degree or specialization is advantageous
10+ years of practical experience in Industrial Automation; Proven track records of 6+ years of experience in Technical Sales / Pre-sales, supported as Solution Consultant for Industrial Automation systems
Having experience of crafting, co-creating & convincing the digital transformation roadmap to customers with value propositions and real use cases
Expertise and deep understanding of Minerals, Material Handling and Metals industries; and experience of handling large EPCs/OEMs/Consultants/End-users
Strong technical knowledge about Instrumentation, VFDs, PLC, SCADA, DCS System and Industrial Communication
Good understanding of IT/OT integration, Digitalization, IIoT, Industrial AI and Cybersecurity
Commercial awareness with experience of developing suitable solution concepts, system architecture, technical proposals and value propositions in collaboration with relevant teams
Strong analytical and systemic problem-solving skills with a clear passion for addressing business needs & add new dimensions to the strategy
A winning combination of engineering experience and strong interpersonal skills: you communicate clearly, listen carefully, present convincingly, and influence stakeholders at every level up to C-suite executives.
The ability to collaborate across functions, manage several bids or opportunities simultaneously
This role requires travelling to customer locations across India for meetings & account development activities