14 days old
2018-02-062018-03-08

Partner Sales Executive II - PLM Software - USA based

Siemens
**Partner Sales Executive II - PLM Software - USA based**







Locations:United States







Job Family: Sales







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English (US)







**Job Description**







**Division:** Digital Factory



**Business Unit:** Product Lifecycle Management-PLM



**Requisition Number:** 221537



**Primary Location:** United States--



**Assignment Category:** Full-time regular



**Experience Level:** Senior level



**Education Required Level:** Bachelor's Degree



**Travel Required:** 50%







**Division Description:**







Siemens is a global technology powerhouse that has stood for engineering excellence, innovation, quality, reliability and internationality for more than 165 years. As a global technology company, Siemens is rigorously leveraging the advantages that this setup provides. To tap business opportunities in both new and established markets, the Company is organized in nine Divisions: Power and Gas, Wind Power and Renewables, Energy Management, Building Technologies, Mobility, Digital Factory, Process Industries and Drives, Healthineers and Financial Services.







The Siemens Digital Factory Division offers a comprehensive portfolio of seamlessly integrated hardware, software and technology-based services in order to support manufacturing companies worldwide in enhancing the flexibility and efficiency of their manufacturing processes and reducing the time to market of their products.







For more information, please visit: http://www.siemens.com/businesses/us/en/digital-factory.htm







**Job Description:**







**Position Overview:**







Siemens Americas Channel Organization is aggressively recruiting top



performing sales talent to enhance their Channel Management Team. We



are aggressively growing our Channel Solution Partners business in



North America. In addition to excellent benefits, team members will



enjoy: competitive compensation, sales incentives, sales automation



tools, effective sales and technology training, acclimation courses,



the benefits of working for the established market leader. Also, to



ensure success, a network of tenured sales professionals provides



support to fellow team members.







**Responsibilities:**







This position is accountable for all aspectsof the business



relationship with Siemens PLM Channel partners at the portfolio and



geography level with core responsibilities including:



1. Business planning and execution



2. Total coverage management (i.e., Portfolio/Geographic and product



coverage)



3. Partner enablement and training (i.e., of Sales, Technical, and



Marketing personnel)



4. Partner marketing oversight and Partner execution of demand



generation activities



5. Indirect revenue management and co-selling







This position must develop a strategy and execution plan, along with



individual Partner business plans, that will optimize their portfolio



or geography, optimize Partner sales capacity, and drive sales



productivity resulting in the defined market coverage, the defined



revenue growth goals, and the defined product goals through Siemens PLM



Channel Partners. Accomplishing this requires a strongfocus on SPLM



Partners business and how our Partners are able to growth their



businesses via the sales of SPLM products and services.







Channel Sales Reps and Channel Sales Managers must clearly add value to



each Channel Partner within their portfolio or geography and work



closely with the Zone Channel Organization and Global Channel



Organization to drive market coverage, revenue growth, and product



adoption. This role requires a significant focus on Business Planning



and Execution along with Indirect Revenue Management and Co-Selling,



while leveraging other assets for Total Coverage Management, Partner



Enablement and Training, and PartnerMarketing and Demand Generation.



This position impacts the other P&Ls and local sales teams and is



critical to the success of the Zones and local geographies. In summary,



the objective of the role to drive indirect revenue with the correct



portfolio of Partners who will enable Siemens PLM to meet its market



coverage goals, revenue goals, and product goals.







Key Focus Areas and Activities:



Key activities in this role may change from time to time based on



management priorities and the individual role assigned within a



specific organization. Overall Channel Partner Management roles and



responsibilities may include:



1) Business Planning and Execution: Segment Partner base to determine



the correct level of business planning and execution focus to optimize



resources. This process may include Business Planning and facilitation,



key elements for plan execution, resource allocation, and monthly or



quarterly reviews. Requires detailed understanding of partner



economics and Partner business modeling. Must have the ability to



assess and advise on the impact on a Partners business model given



their cost, revenue strategies, and overall ability to sell, support,



deploy and/or influence Siemens PLM products and solutions. Strong



focus on business acumen coaching to Partner base.



2) Total Coverage Management: Create and execute a portfolio or



geographic business plan with cross functional groups to optimize



channel Partner coverage and expand indirect sales capacity. This



process may include portfolio/geography coverage assessment, score



carding of existing and potential Partners, existing Partner expansion



capability, new Partner recruiting, purging of nonproductive Partners,



and onboarding of new personnel at existing Partners or new Partner



organizations.



3) Partner Enablement and Training: Create and provide oversight of the



enablement and training plan for Partner base with cross functional



groups to optimize impact and use ofresources and drive Partner sales



productivity. May include a focus on Partner sales, technical, and



marketing personnel. Key elements include enablement planning, sales



training, and technical training, in sales process enablement and



training, and marketing training/development. Key focus on optimizing



SPLM resources for impact at the Partner.



4) Partner Marketing and Demand Generation: Focused on generating and



maintaining a 3X pipeline with the Partner base, create and provide



oversight of Partner Marketing and Demand Generation or Customer



Acquisition programs with cross functional groups. May include a focus



on marketing, demand generation, or customer acquisition planning, MDF



management to maximize impact, and engagement with field and global



Partner marketing personnel. Key focus is on the plan and execution of



the plan to generate and maintain 3X sales pipeline.



5) Indirect Revenue Management andCoSelling: Activities include



forecast accuracy, maintaining a 3X pipeline, A/R management, deal



registration, lead distribution, reporting and a sharp focus on driving



incremental license revenue, delivering stable maintenance revenue, and



an appropriate A/R balance. Focus on co-selling and enablement and



training to advance Partner productivity in the sales cycle.



Involvement in larger deals and ensuring appropriate resources are



provided in support of Partners in good standing in the sales cycle.



Strong focus on co selling or coaching in the sales cycle and managing



any direct interaction with the Partners.







In addition to the above, other areas of focus and activities may



include:



Expected to establish and maintain strong business relationships with



the President, VP of Sales, Sales Management, Marketing Management,



Technical and Operations Management,and the Inside/Outside sales teams



of their assigned Channel Partners.



Support increasing Partner sales productivity by leveraging all other



channel efforts, field marketing, product launches and product



promotions, as well as training, certifications, and specializations.



Drive partner to leverage Channel Program including productivity



tools, on-line services, training, MDF funds, deal registration, lead



conversion, etc.



Must demonstrate an ability to excel within a cross-functional team



environment.



Responsible for upholding Siemens integrity/best interests.







Siemens PLM Channel Sales Reps and must demonstrate strong experience



in channel management and/or channel sales along with deep knowledge of



solution provider and reseller channel business planning and execution.



This role must have a strong financial background and the ability to



Work comfortably with executives in Partner organizations and Siemens



PLM sales and executive management.







A working knowledge of sales processes and Siemens PLM technology is



essential, as is the ability to build business plans and manage key



relationships. This role acts as the business planning advisor to the



principals of our channel Partners. This role involves interaction with



key internal and external decision influencers and provides a great



opportunity for career advancement in sales as well as other



organizations across Siemens.







**Required Knowledge/Skills, Education, and Experience**



1) Strategic planning experience, proactivebusiness skills, financial



management skills, and strong collaborative skills are required.



Minimum of 5 years experience with 4-year college degree or equivalent



experience.



2) Excellent oral/written communication & listening skills necessary to



present information, analysis & recommendations to all levels of



employees, including executive management.



3) Extensive knowledge of Channel Sales and the third party reseller



business model is essential.



4) In addition a Channel Partner Manager should possess: account



selling and management skills; Multiple years of Project Management



experience; Business Development Skills; Experience Selling at the



Executive level; Superior Organizational Skills; Ability to multitask



and manage multiple projects and campaigns; Business Planning acumen;



Experience in dealing with Cross Functional Teams; Previous Negotiation



Experience and skills; PreviousPresentation and Communication Skills;



Experience and Knowledge of Contracts.







**Equal Employment Opportunity Statement**



Siemens is an Equal Opportunity and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, color, creed, religion, national origin, citizenship status, ancestry, sex, age, physical or mental disability, marital status, family responsibilities, pregnancy, genetic information, sexual orientation, gender expression, gender identity, transgender, sex stereotyping, protected veteran or military status, and other categories protected by federal, state or local law.







**EEO is the Law**



Applicants and employees are protected under Federal law from discrimination. To learn more, Click here at https://www.dol.gov/ofccp/regs/compliance/posters/ofccpost.htm .







**Pay Transparency Non-Discrimination Provision**



Siemens follows Executive Order 11246, including the Pay Transparency Nondiscrimination Provision. To learn more, Click here at https://www.dol.gov/ofccp/pdf/pay-transp_formattedESQA508c.pdf .

Categories

  • Engineering
  • Management
  • Financial Services
  • Legal
  • Manufacturing / Production
  • Marketing
  • Sales / Business Development

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Partner Sales Executive II - PLM Software - USA based

Siemens

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