Sales Account Orchestrator- PLM Software tools

Siemens Digital Industries Software; Livonia (MI); Hybrid; USD 197,000 - 395,000; Full time

Benefits offered by this job

Flexible work model

Great benefits

Global company culture

Job summary

Siemens Software in the United States is seeking a Senior Software Sales professional to drive SaaS and Hybrid SaaS revenue within named accounts and suspects, coordinating across teams to land and expand. This role requires strategic account planning, stakeholder engagement, and strong value messaging.

You will manage pipeline, lead discovery, and guide customers through the buying process from engagement to renewal, leveraging Salesforce and other CRM tools.

Qualifications

• Relevant local university degree in Business, Computer Science, Engineering, Marketing or Sales.
• PLM Software Sales experience preferred.
• SaaS model sales experience preferred.

Responsibilities

• Forecast and manage pipeline to meet software and services revenue goals.
• Lead cross-functional teams to move opportunities to close.
• Define account plans and GTM strategies for named accounts.
• Coordinate with Marketing and Inside Sales to generate high-quality leads.
• Prepare license quotes and contracts; support negotiations.
• Define customer success plans and transition to post-close support.

Skills

Software Sales

Communication

Presentation

Teamwork & Collaboration

Conflict Management

Negotiation

Business and Commercial Acumen

Customer Leadership

Education

Relevant local University degree in Business, Computer Science, Engineering, Marketing or Sales

PLM Software Sales experience

Tools

Sales CRM Systems (SFDC)

SaaS Sales

Digital Industry Software Sales

MS Office

Job description

We are a leading global software company dedicated to the world of computer aided design, 3D modeling and simulation— helping innovative global manufacturers design better products, faster! With the resources of a large company, and the energy of a software start-up, we have fun together while creating a world class software portfolio. Our culture encourages creativity, welcomes fresh thinking, and focuses on growth, so our people, our business, and our customers can achieve their full potential.

Position Overview

As part of a Country or Vertical Software Sales organization, responsible for generating SaaS and Hybrid SaaS revenue opportunities to meet assigned software and services sales targets to drive ARR. This is achieved through mainly subscription sales and follow-on services sales.

Responsibilities

Account Planning

• Define the short- and long- term goals for a portfolio of named accounts and suspects to achieve the overall territory strategy and software and services revenue goals; maximizing land and expand opportunities and reducing customer churn.
• Develop individual account strategies and associated plans for each named account or suspect aligned to the customers buyer journey, to achieve the defined short- and long-term goals, based on forecast and hard data. Prioritize suspects and accounts to ensure that the energy, budget, and time spent on them is in direct proportion to their tactical or strategic value to the company, and to maximize the revenue and profit potential of the territory in the short term.
• Lead the identification of the relevant go to market channels, campaigns and marketing tactics required to achieve the account plans for each named account.
• On an ongoing basis, lead account reviews for each named account to explore the accounts health using relevant scorecards, data and updates from the account team. This may include presenting the account health and plan to Sales and Country Management.

Team Orchestration

• Drive and facilitate collaboration and productive relationships across organizational boundaries to ensure cross functional team cohesion and unity, resolving conflicts where they occur.
• Provide matrixed team leadership, including partners, for the coordination of different sales activities across the entire sales cycle to move multiple opportunities to close simultaneously through the sales pipeline.
• Lead the definition and delivery of the Xcelerator story for the customer, using value-based messaging to create competitive advantage for the customer as a whole and for individual opportunities ensuring all are aligned with the overall vision messaging.
• Collect and synthesize the right information to create actionable insights that inform data driven decision-making.
• Work closely with Customer Outcomes and Customer Support teams to ensure effective hand over and that technical solution issues are resolved quickly.

Prospecting and Discovery

• Manage your own pipeline of leads and suspects to meet sales revenue targets and qualify to convert into Sales opportunities.
• Drive 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.
• Proactively develop relationships with new customers, to understand challenges/needs producing an influence map.
• Lead the evaluation of suspect customers’ requirements, identifying the best potential solution fit from the DISW portfolio; the proposed ROI and potential value improvement metrics and targets, determining the most appropriate go to market channel and message to pursue the opportunity with.
• Assess the customer financial situation and complete an opportunity risk assessment and agree with Sales Manager the level of sales investment warranted for the potential revenue.

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.
• Lead the identification and mapping of the key stakeholder 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.
• Define customer success plan and success metrics and transition to Customer Success for onboarding after close.
• Monitor customer data to ensure solutions are persistently used to maximize adoption and new value points are established and communicated.
• Builds a broad influential network and community of advocates inside the account (sponsors and change agents) to create additional opportunities.
• Create upsell / cross sell expansion opportunities ensuring we maintain consistently high renewal rates.
• Serve as the point of contact for our existing customers and drive all renewal sales opportunities, helping customers through the renewal process with the support of Renewal Sales if available.

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 adopt recommendations
• Lead a cross functional team to develop complex bid responses to RFx and other types of proposal to grow net new sales
• Produce reports for Sales Management and Sales Meetings
• Publish success stories on value realized by key customers

Mentoring and Knowledge Sharing

• Lead relevant internal Interest Groups at the Country / Vertical level and participate in internal Zone / Global groups in order to keep up to date on relevant solution and go to market changes, and industry trends. Participate in external groups and events.
• Leads knowledge sharing around customer, solutions and industry internally within Country or Vertical Sales organization.
• Mentors more junior sales team members within Country or Vertical, and partner resellers where appropriate.

General:

• Maintain the integrity of Siemens and support organizational culture, values, and reputation
• Undertake required personal administration for role including timely expenses
• Uphold and enforce Siemens compliance, health and safety and quality requirements
• Undertake any other reasonable duties required by the company

Required Knowledge/Skills, Education, And Experience

Advanced knowledge of the following skills

• Software Sales
• Communication
• Presentation
• Teamwork & Collaboration
• Conflict Management
• Negotiation
• Business and Commercial Acumen
• Customer Leadership

Good Knowledge Of The Following Skills

• Facilitation
• Analytical and Problem-Solving Skills
• Self-Development
• Sales CRM Systems especially SFDC
• SaaS Sales
• Digital Industry Software Sales especially a focus on specific product group and/or industry
• MS Office and other day to day business systems

Basic Knowledge Of The Following Skills

• Strategic Thinking

Scope:

• Local Sales Account Orchestrator for large automotive OEM carrying a personal Sales revenue quota
• Establishes and maintains customer relationship independently up to executive levels

Education and Experience:

• Relevant local University degree in Business, Computer Science, Engineering, Marketing or Sales
• PLM Software Sales experience
• SaaS model Sales experienceMust currently reside in the USA

Preferred Knowledge/Skills, Education, And Experience

• Digital Engineering
• Digital Manufacturing
• Enterprise BOM Strategies
• Automotive

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

$197,300 $394,600 50% +/- 10%