Job
Description
As leader of a Software Sales management team, maximize revenue through the direction and management of medium sized team of Direct and possibly Indirect Sales and Senior Sales Managers through the creation and management of a commercially responsible team strategy to meet the goals of the business and Sales targets. Sets the strategic direction and pipeline strategy for Sales in own area of responsibility, understanding the Sales contribution requirements to meet target and strategic plan. Oversee key strategic pursuits, actively engaging to review effective Sales execution with Senior Management in line with business guidelines and monitor sales process to close. Where required, represent Siemens Digital Industry Software on Management Review Boards for key strategic accounts. Direct budget & cost control, business planning and mix, pipeline management, contracts management, pricing, monitoring, and reporting. Oversee, required personnel decisions such as recruitment, training and development, performance management, etc., in line with relevant regulations and policies for the organization. Works under self-management on assignments/pursuits and will determine solutions, methods, and procedures. Represent Siemens at customer marketing and analyst conferences, industry conferences, events, and tradeshows in Country and in Zone where required. May deputize for Sales Director or Manager as required, and cover Sales activities in the absence of a junior Sales Manager where relevant. Mentors more junior Sales Managers across boundaries within Zone providing coaching in the development and delivery of Sales business and operations to other Sales Managers. Essential Functions : Sales Operations Management: Lead the definition of a comprehensive multi-year Sales strategy and the development of subsequent Sales business plans. Closely monitor the market reaction to the sales strategy and adjust plans accordingly. Establish efficient team structure and effectively delegate to achieve high quality Sales delivery utilizing all Go to Market Channels. Consolidate and provide accurate forecasts and pipeline reports. Regularly review key strategic accounts and pursuits to ensure full attention and resources are provided to enable the effective close of the software sale. Oversee management of sales commercial risk to minimize threats to profit and contribution margin objectives by ensuring adherence to commercial compliance processes and leading the authorization of business under exceptional commercial and business arrangements. Oversee and drive team activity to support the adoption and implementation of Siemens Best Practice processes and procedures for creating winning Sales teams. Lead bid proposal and benchmark teams for key, strategic business. Lead the definition and drive of the sales agenda for own team, contributing to the wider debate on Sales approaches and capabilities for the future. People Management & Leadership: Oversee the Sales workforce and succession planning process to align the Sales team with future business needs Own and drive the approval, recruitment, and selection of any Senior Sales Management staff, and contribute to the selection of key senior Sales staff and as required Set performance targets and undertake regular performance appraisals, addressing any issues Engage with direct reports to ensure suitable development plans are established Provide direction and coaching to Sales managers in the strategic management of the Sales business unit Business Operations Management: Understand and apply the Siemens DISW Global strategy and, where appropriate, contribute to the corresponding Siemens Country strategy delivering internal communications of corporate direction, mission, aims and procedures in business terms. Lead the budget and organizational planning for Sales organization and provide input to Country planning process. Set and control appropriate budget and headcount plans for business operation, monitoring and reporting on-going progress. Contribute to and drive the long-term holistic strategy for customer retention, to leverage future opportunities and growth within the customers wider business. Oversee correct sales reporting systems and ensure these are in place and operate effectively to report financial and non-financial performance metrics and legal requirements, reporting accurately both within Country and to Zone organization. Ensure all business activities meet legal and regulatory organizational requirements. General: Maintain the integrity of Siemens and support organizational culture, values and reputation Undertake required personal administration for role including timely expenses Uphold and enforce Siemens compliance, health and safety and quality requirements Undertake any other reasonable duties required by the company Behavioural Skills Required Software Sales Management to senior levels Managing Execution and Driving Results Business and Commercial Acumen People Management Value Selling ideally using the Challenger approach Presentation Skills Communication Skills Facilitation Skills Negotiation Skills Conflict Management Skills Teamwork & Collaboration Skills Customer Leadership Skills Analytical and Problem-Solving Skills Working with, and implementing, change Sales Processes and Methodologies Data driven decision making MS Office and other day to day business applications Key Qualifications/Experience: Relevant local University degree in Business, Computer Science, Engineering, Marketing or Sales (or lower qualification with relevant work experience) Manufacturing Software Sales 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 require
