Siemens Hiring! Full Time Account Orchestrator in 台北市, 台灣 - Ricebowl

The Enterprise Sales Executive position is responsible for generating revenue through Strategic Named Accounts and/or key vertical markets using a strategic approach. The candidate should understand and sell 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.

Responsibilities:

1. 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.

• With minimal guidence, 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.

2. Market and Industry Knowledge

• Applies general knowledge of the customer’s industry, market segment, business operations, direction, focus, and resources to align with SISW products and services.
• Explains industry and market facts as they relate to specific areas of sales responsibly to position SISW as a key provider.
• Applies knowledge of competitor’ products/services and sales strategies to position SISW as the solution relative to the customer’s needs.
• Identifies and prepares for possible objections based on knowledge of deal specific competitors, and discusses strategies for resolving objections.
• With assistance, leverages SISW capabilities and resources across the organization to deliver mutual value.

3. Relationship Management

• Networks to influence a specific opportunity

Independently develops relationships and credibility at the operational and mid-management levels to affect the outcome of immediate opportunities.

• Identifies powerbases related to specific opportunities and targets sales activities.
• Maintains relationships by providing support, information, and guidance.

4. Business Methods

• Verifies accuracy and reliability of client information to ensure an effective sales strategy.
• Establishes overall account plans, and maintains a sales pipeline to achieve targets and quotas.
• Identifies contract issues for the negotiation process.
• Identifies and effectively utilizes individual’s abilities to complete the team objective.
• Applies financial tools and criteria to structure a win/ win solution for an opportunity.
• Establishes and maintains forecast accuracy for the account portfolio.

5. General

• Meet agreed utilisation targets and record hours and expenses in an accurate and timely manner
• Uphold the professional integrity of Siemens at all times
• 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

Qualification:

l Minimum 5-10 years of experience in IT industry or R&D Software(CAx, PLM, ALM, etc) sales.

• Ability to coordinate and drive outcomes with Cross-Functional Teams (including pre-sales, services, and global R&D).
• Extensive knowledge of Electronic, Automotive industry is essential.
• Experience as the account manager of Government R&D is a plus.
• Account selling and account management skills and experience selling at multiple levels.
• Experience in dealing with Cross Functional Teams.
• Excellent oral/written communication & listening skills necessary to present information, analysis & recommendations to all levels of employees, including executive management.
• Familiarity with emerging technologies in Industrial AI, Digital Twin, and Smart Factory solutions.