Account Software Sales Orchestrator - US Air Force

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Aspart of a Country or Vertical Software Sales organization, responsible forgeneratingand closing SaaS andHybrid SaaS revenue opportunities to meet assigned Sales performance targets todrive ARR.

This is achieved throughmainly subscription sales and follow-on services sales.Orchestrates to generation of new logobusiness and / or supports existing account growth and renewals by generatingsimple account and opportunity plans.

Establishesand maintains customer relationship, with coaching / support, at the linemanagement level. Maps accounts keydecision makers, identifies their high-level business challenges, recognizestheir purchase obstacles, and understands how DISW solutions could help them.

Understandsthe potential business value delivered and commercial advantages to a customerand uses basic "off the shelf" sales value positioning for anopportunity stage and different buying personas.

Track measurable goals formonitoring territory and account growth against targets.Worksunderself-managementwithsomesupervisiononassignments / pursuits.

Consumesknowledgearoundcustomer, solutions, and industryinternally within Country or Vertical Sales organization. Works on Customer Accounts and New Logos with opportunities ofbasic scope.

Essential Functions :

AccountPlanning

Definethe short- term goals for a small number of named accounts and or suspects toachieve the overall territory

strategyand software and services revenue goals.

Withsupport, develop individual account tactics for each named account, to achievethe defined short-term goals,

based onforecast and hard data.Prioritizeprospects and accounts to ensure that the energy, budget, and time spent onthem is in direct proportion to their tactical value to the company.

Document in the relevant sales tool.

Withsupport, identify the relevant go to market channels, campaigns and marketingtactics required to achieve the

accountplans for each named account.

Whererelevant, attend and contribute to account reviews.

TeamOrchestration

• Withsupport, provide basic team leadership for the coordination of different salesactivities for simple pursuits.
• Withsupport, use value-based messaging to create competitive advantage for thecustomer for individual

opportunitiesensuring all are aligned with the overall vision messaging for theaccount.

• Collectand synthesize the right information to create actionable insights that informdata driven decision-making.
• Workclosely with Customer Outcomes and Customer Support teams to ensure effectivehand over and that

technicalsolution issues are resolved quickly.

Prospectingand Discovery

Manageyour own pipeline of leads and suspects to meet sales revenue targets andqualify to convert into Sales

opportunities.

Withsupport, proactively develop relationships with new customer stakeholders, tounderstand their

challenges / needs.

Withsupport, evaluate suspect customers’ requirements, identifying the bestpotential solution fit from the DISW

portfolio; the proposed ROI and potential valueimprovement metrics and targets, determining the most appropriate go to market channeland message to pursue the opportunity with.

OpportunityManagement

Withsupport. guide the customer through the buying process for land and expandopportunities, engaging directly

with customer decision makers, assisting by providingvaluable insights to customers about their businesshighlighting the case for change, helping thecustomer navigate alternatives and avoid potential mistakes.

• Communicatethe vale message using direct communications, digital communications and inperson presentations.
• Withsupport, identify and map the key stakeholder landscape in each account orprospect and define a basic

stakeholdermanagement plan to support the achievement of the account plan.

• Withsupport, prepare basic license quotes and contracts and address contract issuesprior to contract negotiations.
• Withsupport, create upsell / cross sell expansion opportunities ensuring wemaintain consistently high renewal rates.

SalesAdministration, Analytics and Reporting

• Accuratelyforecast sales opportunities via pipeline reporting using Salesforce.comdata
• Maintainaccurate and complete customer records, activities and pipeline reports withinSalesforce and other CRM

tools

• Participatein Win / Loss reviews to identify lessons learnt and adopt recommendations
• Assistin developing simple bid responses to RFx and other types of proposal to grownet new sales
• Producereports for Sales Management and Sales Meetings

Mentoringand Knowledge Sharing

Participatein relevant internal Interest Groups at the Country or Vertical level to keepup to date on relevant solution

and goto market changes, and industry trends

Consumesknowledge around customer, solutions, and industry internally within Country orVertical Sales

organization

General :

• Maintainthe integrity of Siemens and support organizational culture, values, andreputation
• Undertakerequired personal administration for role including timely expenses
• Upholdand enforce Siemens compliance, health and safety and quality requirements
• Undertakeany other reasonable duties required by the company

Skillsand Abilities :

Basic knowledge of the following skills

• Communication
• Presentation
• Teamwork& Collaboration
• Self-Development
• Desireto work in a Sales role

MinimumRequirements :

• Universitydegree in Business, Computer Science, Engineering, Marketing or Sales
• Morethan five years of experience selling industrial software from any leadingprovider : Siemens, PTC, Dassualt, ARAS
• Morethan five years of experience selling to the US DoD, emphasis on US AirForce. Selling into the Acquisition, Test or Sustainment commands.
• Minimumof 5yrs of experience selling technology into industrial settings
• Travelto customer sites and related meetings, conferences to be about 50-75%
• Product,or Process, design for highly engineered products is a plus. Experiencein MRO operations is a plus.
• Mustcurrently reside in the United States, with a preferred location in the EasternUS.

NOTE : Applicants must not require employer sponsored work Visaauthorization, now or in the future for employment in the USA.

Applicants must be legally authorized for employment in the USA.

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