Technical/Key Account Manager
Location: Kalwa, Mumbai
Siemens Digital Industries is an innovation and technology leader in industrial automation and digitalization. In close collaboration with our partners and customers, we are the driving force for the digital transformation in the discrete and process industries.
This is your role. What part will you play?
Siemens Digital Industries (DI) Vertical Market Food and Beverage / CPG is searching for a Technical Account Manager to support expansion of our footprint within key Food and Beverage enterprise clients and associated supply chains.
The objective of this role is to increase our market share in terms of products, solutions, and services of the divisions Digital Enterprise portfolio, consisting of Digital Industries (DI) and Smart Infrastructure (SI). You will work within a professional ecosystem and collaborate with strategic key account managers in the Siemens F&B community
Food and beverage manufacturers must consider many factors: a consistently high level of product quality, maximum plant availability, optimum resource efficiency – and, increasingly, the greatest possible flexibility in order to meet more and more individual customer requirements. Mastering all these challenges today and in the future is possible only with digitalization. With the Digital Enterprise solution portfolio, we offer the products and solutions you need to integrate and digitalize your entire value chain fully or gradually.
Responsibilities:
·Generate incremental product, solution, and service business with the assigned accounts
·Strengthen the long-term customer relationship by building a joint technical collaboration
·Support the global entities of the assigned accounts technically
·Lead and support the complete value chain of end user account, supplying OEM’s and System Integrators in a presales fashion (Push-Pull)
As part of the account team, a frequent and strong interaction with the key account manager of the end user is required. In addition, strong internal company acuity is required with the Siemens business development and technical organizations that support the supplier communities of machine builders / OEM and System Integrators.
Although the core of the business opportunities is built around the Digital Industries portfolio the TAM is mandated to go beyond this and to bring portfolio items of other SI/DI business units into the solution if the opportunity allows. Consequently, he will be required to have a general technical knowledge in these fields. This refers particularly but is not limited to DI Factory Automation, Motion Control, DI Software and SI.
Technical Requirements:
·Design of technical concepts & architectures for Hybrid automation including all peripheral devices
·Technical consulting for the concepts and required collaborate with all parties involved, e.g. end user, OEM, system integrators.
·Design and tuning of suitable service concepts with DI Customer Service plus implementation
·Support the global roll-out of agreed concepts for process automation across end user, OEM and system integrator
·Planning and execution of technical presentations, trainings, and workshops with customers
·Facilitate Prove of Concepts and feasibility studies
·Support during pilots and prototyping
·Support the internal offering process
·Feedback customer mentorship and project experiences to the respective Siemens Portfolio Management
The TAM maintains tight-knit collaboration with:
·Key Account Management, sales teams and business development organizations for OEM/SI supporting presales and project acquisition
·Portfolio Excellence Manager to feedback branch-specific customer requirements for products and systems
·Select suitable project staff and guide the Siemens project team including coordination with the supplying OEM/SI in order to fulfill the agreed project scope
·Define, agree, and track work packages; plan project kick-offs and breakthroughs; establish clear responsibilities and interfaces between all parties; supervise results in terms of quality, content, cost and time together with the project partners
·Establishment of User Requirement Specifications or review and improve existing ones; review in terms of technical and commercial feasibility
·Prepare decision proposals for management (customer and Siemens internally)
·Technical and commercial risk analysis during project bidding
·Stay engaged with the client during warranty period to coordinate correction and service
The specific position of Technical Account Manager shall intensify the technical collaboration with dedicated global end users in Food and Beverage / CPG. This shall lead to the introduction of Siemens Technologies like DCS and SCADA plus beyond into the account but also establish digital offerings like Cloud/Edge/AI at the global engineering centers of the assigned accounts.
It will require to coordinate selected lighthouse projects of the assigned accounts from the specification stage all the way to the implementation together with OEM and SI growing the Siemens share of wallet and optimally supporting the newly introduced portfolio items in the project.
Required Knowledge, Skills, Education and Experience:
·Key Optimally completed bachelor/Master of Electrical Engineering, mechatronic engineering or computer science or similar
·Long-year (>5 years) practical experience in the field of factory and process automation in the functions engineering, sales support, project execution
·Experience and knowledge about the technological processes in Food and Beverage / CPG but also the methods how to execute projects in factory and process automation, possibly gained by implementing projects at customers or process OEM
·Product knowledge about discrete & process automation, industrial networks industrial power distribution, motion control as well as manufacturing operations management software are a part of your profile to convince us
·Open demeanor and interest to collaborate with clients in innovative technical solutions but keeping the business development targets in focus
·At least basic knowledge in the area of factory automation (TIA-Portal) and IT/OT integration
·Good overview knowledge of the DI/SI portfolio
·Good technical understanding about architectures in software design, communication protocols and machine data interfaces plus standard interfaces between modern software applications
·Sales experience in the system and solution business
·Sophisticated moderation and presentation skills
·Willingness to travel regular (<50%)
·Standout colleague – well communicating – driven by objectives – leadership – pragmatic and methodological proceeding – Initiative – quick to learn and analyze – strategic thinking – customer focus.
We are Siemens!
This role is based in Airoli (Navi Mumbai) Location. You’ll get to visit other locations in India and
beyond, so you’ll need to go where this journey takes you. In return, you’ll get the chance to work
with teams impacting entire cities, countries - and the craft of things to come.
We’re Siemens. A collection of over 379,000 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 imagination and help us shape tomorrow.
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