Job Purpose

Responsible for generating revenue through Strategic Named Accounts and/or key vertical markets using a strategic approach. Understands and sells solutions for high level business problems with minimal assistance, incorporating all PLM product lines. Establishes and maintains customer relationship independently up to senior management level, and with coaching executive level.

Value Selling

• Under broad direction, applies strategic value selling methodology, tools, and processes to improve sales effectiveness on complex projects and pursuits.

• Engages customers and develops strategic recommendations that positions Siemens Industry Software (SISW) products and services to advance the customer’s strategic initiatives and delivers mutual value.

• Translates value statements into opportunity specific value propositions, addressing current and emerging customer needs and demonstrates measurable impact on customers’ business performance.

• Develops and executes a complete sales including competitive counter tactics to competitively differentiate SISW products/services and position SISW best respond to customer’s needs.

• Secures commitment at appropriate levels to for customers to buy from Siemens PLM.

Market and Industry Knowledge

• Uses comprehensive knowledge of the customer’s industry, market segment, business operations, direction, focus, and resources to demonstrate SISW value.

• Translates industry and market trends as they relate to the prospect to position SISW as a preferred provider and trusted advisor.

• Creates effective competitive strategies to reduce competitive threats and acquires competitive information through win/loss analysis.

• With minimal assistance, prepares for possible objections based on knowledge of deal specific competitors.

• Leverages SISW capabilities and resources across the organization to bring strategic value to the customer with minimal assistance.

Relationship Management

• Builds a broad influential network to create additional opportunities

• Develops and maintains relationships with management levels that lead to new opportunities.

• Leverages the powerbase to establish competitive advantage.

• Enhances and broadens relationships within accounts by providing guidance and creating value.

Business Methods

• Translates information to identify the client’s needs and develops a plan to sell mutual value.

• Establishes overall account plans and maintains a sales pipeline to achieve targets and quotas.

• Addresses contract issues prior to contract negotiations and sets priorities on critical issues.

• Leads cross functional teams to create competitive advantage.

• Assesses and advises on the client’s financial situation to improve the ability to sell, support, deploy, and/or influence SPLM product solutions.

• Establishes and maintains forecast accuracy for the account portfolio.

General:

• Meet agreed utilization targets and record hours and expenses in an accurate and timely manner

• Always uphold the professional integrity of Siemens

• Upholds and enforces Siemens compliance guidelines at all times

• Adhere to all Siemens Health and Safety policies

• Adhere to, and promote, all core internal and customer processes relating to the effective undertaking of the role

• Ensure that all communication channels within the business are adhered to

• Provide input, where appropriate to team meetings

• Undertake any business administration in line with job activity

• Undertake any other reasonable duties required by the company

Siemens is dedicated to quality, equality, and valuating diversity, and we welcome applications that reflect the diversity of the communities within which we work.

Compensation is based on experience and market values. You will be asked what your expectations are. There are multiple perks beyond the basic health insurance package, including RRSP matching, share purchase matching, company paid diversity days, and an extensive employee assistance program.

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Siemens is committed to creating a diverse environment and is proud to be an equal opportunity employer. Upon request, Siemens Canada will provide reasonable accommodation for disabilities to support participation of candidates in all aspects of the recruitment process. All qualified applicants will receive consideration for employment.

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Siemens s’engage à créer un environnement diversifié et est fière d’être un employeur souscrivant au principe de l’égalité d’accès à l’emploi. Sur demande, Siemens Canada prendra des mesures d’accommodement raisonnables pour les personnes handicapées, dans le but de soutenir la participation des candidats dans tous les aspects du processus de recrutement. Tous les candidats qualifiés seront pris en considération pour ce poste.

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Job Family: Sales

Req ID: 386533