Account Manager OEM Región Pacífico

Siemens; Región Centro; Presencial; MXN 1,296,000 - 1,853,000; Jornada completa

Descripción de la vacante

A multinational engineering company in Jalisco is seeking an experienced Account Manager to drive revenue growth and achieve sales targets. The ideal candidate will manage existing customer relationships while acquiring new ones, leveraging a background in engineering and sales. Responsibilities include strategic account planning and opportunity management. This role offers competitive benefits and professional growth opportunities.

Formación

• Minimum of 5 years of experience in leadership roles within the industrial automation sector.
• Proven track record of driving growth and managing technical sales.
• Experience with technical problem-solving and solution-oriented sales.

Responsabilidades

• Define mid to long-term goals for account expansion.
• Manage opportunity pipeline from creation to closure.
• Analyze customer financial status and perform opportunity risk assessments.

Conocimientos

Customer relationship management

Market opportunity identification

Sales strategy development

Educación

University degree in engineering

Herramientas

Salesforce

TIA Portal

Descripción del empleo

Overview

Purpose: Drive revenue growth and achieve sales targets by building strong customer relationships and identifying market opportunities. As the relationship owner, the Account Manager ensures Siemens offerings provide sustainable value, while managing both new customer acquisition and the expansion of existing customer relationships.

Responsibilities

• Account Planning: Define mid to long-term goals for strategically expanding and nurturing both new and existing accounts, ensuring alignment with the overall business strategy.
• Classify accounts into tiers based on their strategic importance and define engagement models for each segment (high-touch vs. digital-led strategies).
• Develop individual strategies and/or plans for each account, aligning with the customer’s buyer journey to achieve defined goals. Prioritize prospects and accounts to ensure resources are allocated in proportion to their tactical or strategic importance.
• Identify the necessary go-to-market channels, campaigns, and market strategies to fulfill account plan objectives.
• Schedule and plan customer interactions to foster relationships, drive engagement, and ensure alignment with sales objectives, including collaboration with C-level executives at customer organizations to understand their ecosystems.
• Conduct periodic reviews to track progress and realign strategies. Utilize market intelligence, CRM insights, and performance data to measure success against defined goals. Identify emerging opportunities, market trends, and adjust tactical execution accordingly.
• Prospecting and Discovery: Take full ownership of the opportunity pipeline for the assigned accounts in the defined market/region, managing each stage from creation to closure. Leverage available analytics to assess pipeline size, composition, and health, ensuring a clear understanding of required actions.
• Execute marketing-led campaigns within the assigned customers, leveraging available assets and resources to drive engagement and pipeline growth. If required, develop targeted campaigns based on the specific needs of the assigned customers. Proactively develop relationships with assigned new customers focusing on identifying and engaging high-potential opportunities.
• Evaluate customer requirements, identifying the best potential solution fit and proposed ROI to determine the most appropriate go-to-market channel.
• Explore customer needs beyond technical requirements by identifying financial constraints and opportunities for new business models. Position financing options early to strengthen our value proposition and drive engagement.
• Analyze the customer’s financial status, perform an opportunity risk assessment, and agree with the Sales Manager on the necessary sales investment based on potential revenue.
• Keep exploring new OEM accounts taking a Hunter approach to gain more OEM customers in the region, prioritizing those accounts based on potential and probability of future business.
• Opportunity Management: Drive opportunities forward by engaging with decision-makers (incl. C-level) and key stakeholder groups, providing business insights to demonstrate the need for change. Apply stakeholder strategies to manage cross-functional dynamics, addressing diverse priorities, mitigating roadblocks, and ensuring alignment on goals.
• Define the necessary team, including Sales Specialists and Technical Sales roles, to provide expertise and support in advancing the deal.
• Translate value statements into opportunity-specific value propositions, addressing current and emerging customer needs and demonstrating measurable impact on customers’ business performance. Communicate these propositions through direct communications, digital platforms, and in-person presentations.
• Identify and apply the appropriate pricing model, including any agreed-upon discounts or terms, to ensure competitiveness and alignment with the opportunity. Seek additional pricing support or special terms, as necessary, to secure the opportunity and meet strategic goals.
• Proactively incorporate financial services and new business models into the deal strategy, highlighting their implications. Leverage these solutions to drive mid and long-term account objectives, strengthen deal viability, and enhance operational efficiency and value.
• Build a broad, influential network and community of advocates inside the account to drive upsell/cross-sell opportunities.
• Continuously monitor and evaluate risks associated with active sales opportunities, including changes in customer needs, market conditions, and competitive activity. Ensure ongoing alignment and readiness to address any issues that could impact the success of the opportunity.
• Manage negotiations and deal closings effectively.

Sales Administration, Analytics and Reporting

• Accountable for providing accurate forecasts and planning information.
• Maintain accurate and complete customer records, activities, and pipeline reports within Salesforce and other CRM tools.
• Participate in Win/Loss reviews to identify lessons learned and adopt recommendations.
• Compile relevant insights from reports for Sales Management and Sales Meetings.
• Publish success stories on value realized by key customers.
• Keeps sales skills and industry know-how up to date.

Professional Experience/Certifications/Background

• University degree in engineering (Mechatronics Engineer / Automation & Control Engineer) or a related field
• TIA Portal/Drives/Connectivity IT/OT integration
• Minimum of 5 years of experience in leadership roles within the industrial automation sector
• Proven track record of driving growth, managing technical sales, and working with complex client organizations
• Experience with technical problem-solving and solution-oriented sales

Equal Employment Opportunity Statement

Siemens is an Equal Opportunity and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, color, creed, religion, national origin, citizenship status, ancestry, sex, age, physical or mental disability, marital status, family responsibilities, pregnancy, genetic information, sexual orientation, gender expression, gender identity, transgender, sex stereotyping, protected veteran or military status, and other categories protected by federal, state or local law.