Portfolio Development Executive (PDE) – Manufacturing Engineering.
Siemens Digital Industries Software is a leading provider of solutions for the design, simulation, and manufacture of products across many different industries. Formula 1 cars, skyscrapers, ships, space exploration vehicles, and many of the objects we see in our daily lives are being conceived and manufactured using our Product Lifecycle Management (PLM) software.
Position Summary:As part of a Software Sales organization, advocate and drive the development of Manufacturing Engineering portfolio of Digital Manufacturing solutions (like Assembly and Part Planning, Process Simulation, Virtual Commissioning and Robotics, Efficiency simulation, and Line Planning) through the identification of a clear target market and go to market strategy, and the execution of relevant parts of campaign to improve software opportunities. Act as trusted advisor to Sales, PreSales teams providing mentorship on the planning, execution and measurement of portfolio development activities.
Define and implement a Country portfolio plan, by determining where to focus and aligning with Sales Management. Identify challenges to the execution of the Country portfolio plan and implement required activities to overcome them.
Act as key point of contact for Sales and Partner teams for solution campaign knowledge and portfolio domain expertise. Provide feedback on campaign collateral improvements to the appropriate BU leader.
Works under self-management with some supervision on assignments/pursuits and will determine solutions, methods and procedures.
Duties and Responsibilities:- Ability to define business needs and develop value propositions.
- Ability to build a strategy and roadmap interacting with Senior Executives including C-Suite.
- Ask challenging questions to understand/identify problem areas
- Drive and manage multiple campaign/initiatives execution with Industry, Marketing and Sales
- Ability to articulate end to end Digitalization campaign message and material to the customer and map in Siemens’ technology to the customer requirements and vision.
- Manage execution plan and report progress
- Support closing process if required
Minimum Requirements- Must have around 9 year of sales, business development, technical or presales experience and strong, proven grasp of manufacturing engineering planning and simulation related software technology/solutions.
- Prior experience in the Manufacturing/Production domain is critical, along with understanding of integration to Design, PLM and ERP.
- Demonstrated capability to be the trusted advisor for the client within new or existing customers at various organizational levels.
- Experience aligning with mid/upper-level management and functional users.
- Collaborate and get results with diverse teams across internal and external organizations.
Essential Functions: Suspect Opportunity Identification and Progression
- Identify Top suspects around Manufacturing Engineering solution domain in accounts within Country for the priority target industries.
- Discuss and align with sales on the appropriate sales channel to execute Top suspects and agree with Sales Management.
- Identify and agree with the appropriate sales channel the relevant digital thread campaigns and associated collaterals to be leveraged to engage in the suspect opportunities in the country or vertical.
- Identify and engage with customer contacts and tag relevant contact names on suspect opportunities.
- Document next step execution activities including challenges, issues and others in SFDC on suspect opportunities.
- Engage and execute with multiple PFD activity (tactic) across the spectrum of agreed suspect opportunities.
- In agreement with sales, nurture and develop the top suspect opportunities to a mature stage through regular engagement and customer interaction around the given portfolio in the country.
- In agreement with sales, confirm that the suspect opportunity has matured and through the handover process, pass the opportunity ownership to sales for them to further drive the engagement through the sales cycle to close.
Opportunity Expansion Support (Pull Activity)
- Support and present at Country/Vertical industry events.
- Support the development of expansion opportunities at request of Sales Account Orchestrator as part of the Digital Thread vision for the customer.
Reporting & Tracking- Attend and support regular review sessions between the PFDs, country and sales management for Top Suspects review and discuss adjustments required where needed.
- Actively engage with Sales leaders and regularly attend PFD and Sales meetings as required.
Enablement and Mentoring - Act as point of contact for own Portfolio domain to support the transfer of knowledge into the Country / Vertical
- Drive Sales team education, awareness, and adoption of Campaigns in through a series of activities and events with appropriate sales orchestrators, presales and/or partners teams
- Support and present at Country/Vertical internal sales events, external customer events and / or conferences.
Partner Collaboration - In agreement with channel management and for the given portfolio area, review the current partner landscape and be assigned to an indirect channel partner (Smart expert), either existing or to be recruited within the country / vertical.
- Drive campaign enablement and adoption with the assigned indirect channel partner in country and support the creation of suspect opportunities.
- Mentor and coach the indirect channel partner focusing initially on Smart expert partners to nurture, mature and convert suspects to sales pipeline with the indirect channel partner in country.
General: - Maintain the integrity of Siemens and support organizational culture, values, and reputation
- Willing and able to travel to appropriate work locations, as required by SISW or specified by the customer pursuit/project
- Adhere to business processes and undertake required personal administration for role including timely expenses
- Uphold and enforce Siemens compliance, health and safety and quality requirements
- Undertake any business administration in line with job activity
- Undertake any other reasonable duties required by the company
Good knowledge of the following skills - Customer Leadership and Centricity
- Business Development and Consulting including Suspect & Opportunity Identification
- Communication Skills
- Presentation & Storytelling Skills
- Facilitation & Moderation
- Negotiation and Influencing
- Guiding without Authority
- Business & Commercial Acumen
- Analytical Skills and Problem Solving
- Creative Thinking & Innovation, Growth Mindset
Basic knowledge of the following skills - MS Office, Sales Management and CRM Systems, ideally SFDC, Industry Knowledge!
- Teamwork & Collaboration, Conflict Management, Critical Thinking, Working with Change!
Scope: - Work on approximately 80% new business and 20% expand business
- Work on multiple Industry domains.
- Establish and maintain effective relationships with Account Orchestrators
- Establish and maintain customer relationships up to senior management level.
Education and Experience: - University degree in Engineering, Business, (or lower qualification with relevant work experience)
- Production / Manufacturing Engineering software solution Sales experience
- SaaS Sales experience
- Overall, 9 years’ work experience
Working Conditions/Physical Requirements: - Normal office or home office environment with travel to customer sites
- Must be willing and available to work the core hours required, Approximately 60% travel.
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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 encourage 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!We offer a comprehensive reward package which includes a competitive basic salary, bonus scheme, generous holiday allowance, pension, private healthcare and actively support working from home.We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status.
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