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Sales Orchestrator
Siemens
posted 2hr ago
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Flexible timing
Key skills for the job
Job Description
- 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; improving 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 improve the revenue and profit potential of the territory in the short term.
- Identify 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.
- Drive and facilitate collaboration and positive 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.
- Manage your own pipeline of leads and suspects to meet sales revenue targets and qualify to convert into Sales opportunities.
- Run 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.
- Evaluate suspect customers requirements, identifying the best potential solution fit from the DISW portfolio; the proposed return on investment 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 cooperate with Sales Manager the level of sales investment warranted for the potential revenue.
- 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.
- Identify and map 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.
- 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
- Assist in developing simple 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
- Actively participate in relevant internal Interest Groups at the Country or Vertical level to keep up to date on relevant solution and go to market changes, and industry trends.
- Actively participates and shares knowledge 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.
- Maintain the integrity of Siemens and support organizational culture, values, and reputation
- Undertake required personal administration for role including timely expenses.
- Uphold and make sure Siemens compliance, health and safety and quality requirements!
- Undertake any other reasonable duties required by the company!
- Software Sales Processes
- Communication, Presentation, Teamwork Collaboration, Facilitation, Conflict Management Negotiation
- Analytical and Problem-Solving Skills
- Business and Commercial Acumen, Customer Leadership, Self-Development
- Sales CRM Systems especially SFDC
- Digital Industry Software Sales especially a focus on specific product group and/or industry
- SaaS Sales
- MS Office and other day to day business systems
- Local Sales Account Orchestrator for small number of accounts and carrying a personal Sales revenue quota
- On average 10 to 15 medium to large Names Accounts and portfolio of new logo prospects
- Expected mix 50% new logo business / 50% existing account growth and renewals (approx. 25% cross sales and 25% adoption expansion)
- Establishes and maintains customer relationship independently up to senior management level, and with coaching/support executive levels
- Relevant local University degree in Business, Computer Science, Engineering, Marketing or Sales (or lower qualification with relevant work experience)
- Manufacturing Software Sales experience
- SaaS Sales experience
- Normal office or home office environment with travel to customer sites
- Must be willing and available to work the core hours required
Employment Type: Full Time, Permanent
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Flexible timing
Monday to Friday
No travel
Day Shift
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