Sales Account Orchestrator II- DoD in United States

Job Family: Sales

Req ID: 439330

The Siemens Federal coverage model for sales operations spans across the U.S. and can generally be assigned to DoD specific services (Air Force, Army, Navy & Marines). These sites are becoming a critical in our sales strategy to deliver solutions to the warfighter. The Federal Account Orchestrator (AO) will prospect, attain, grow and maintain a specified territory within the Federal Government. Responsible for developing a sustainable product sales pipeline to meet forecasted revenue targets.

The Account Orchestrator will have the primary responsibilities as follows:

1. Market Research: Analyze the Air Force’s current software needs and identify potential opportunities within various departments, such as program acquisitions, sustainment, logistics, depot operations, and cybersecurity.

2. Relationship Building: Develop and maintain strong relationships with key stakeholders within the Air Force, including procurement officers, program managers, and decision-makers. Will be responsible for the ongoing relationships of “C-Suite” executives such as General Officers and Government Service Executives (SES).

3. Product Overviews and Demonstrations: Conduct detailed product overviews, demonstrations and presentations to showcase how the software solutions can enhance efficiency, reduce costs, or improve mission readiness.

4. Proposal Development: Collaborate with technical and business development teams to create tailored proposals that address specific Air Force requirements and compliance standards.

5. Contract Negotiation: Negotiate terms and conditions of contracts, ensuring alignment with both the company’s goals and Air Force regulations.

6. Adoption, Training & Support: Provide general oversight to the creation and execution of training sessions for end-users and ongoing support to ensure successful implementation and utilization of the software resulting in customer adoption and expansion of our suite of solutions.

The AO will report into the Director of Sales for the U.S. Air Force and U.S. Army. The Director reports into the Vice President of Federal Sales who in turn reports into the Vice President & GM U.S. Industries, Aerospace & Defense, Federal, Automotive and Transportation.

Responsibilities

The Account Orchestrator is responsible for maintaining a strategic partnership between Siemens and the United State Air Force which exemplifies our professional credentials and our industry leading position as a thought leaders on Digital Transformation and Industry 4.0. The AO is responsible for cultivating and growing our partnership with the USAF to the point where Siemens is widely considered as a trusted advisor in all aspects of a digital ecosystem that enables the USAF to retain a dominate and overwhelming superior agent of the armed forces.

• The AO will engage with Air Force customers across the Product Lifecycle Management spectrum, to understand and improve customers complete product and manufacturing development space from product design, production planning, manufacturing execution, service, and performance. The Account Orchestrator will spend a significant amount of time on-site with your customers for discovery efforts, identifying opportunities, progressing the sales cycle, and closing deals.

• The AO is responsible for creating, modifying and maintaining an annual business plan which remains visible to the extended team members allowing them to successfully execute to a quarterly business plan/territory tasking which delves into a strategic account plan for specific opportunities.

• Customer Industry Knowledge: AO is responsible for maintaining an account engagement plan which specifies the Air Force’s current software needs and identify potential opportunities within various departments, such as logistics, operations, and cybersecurity. Knowledge capture will come from various industry domains such as annual government weapon acquisition reports, Air Force industry briefings, DoD Digital Transformation papers, Digital Engineering Strategy briefings, and other venues to build a comprehensive baseline of value streams which Siemens products can fulfill.

• Relationship Building: Develop and maintain strong relationships with key stakeholders within the Air Force, including procurement officers, program managers, and decision-makers. Account Orchestrator is responsible for independently establishing and maintaining customer relationships at every level including the C-Level.

• Product Demonstrations: Conduct detailed product demonstrations and presentations to showcase how the software solutions can enhance efficiency, reduce costs, or improve mission readiness.

• Proposal Development: Collaborate with business development & technical teams to create tailored proposals that address specific Air Force requirements and compliance standards.

• Contract Negotiations: Negotiate terms and conditions of contracts, ensuring alignment with both the company’s goals and Air Force regulations.

• Training and Support: Adoption is critical to the success of our customers which in turn provides a critical success path for our continued sales operations and growth. Account Orchestrator will provide sales oversight to the recommended training sessions for end-users and ongoing support to ensure successful implementation and utilization of the software.

• Knowledge of government contracting, and government contract vehicles is an imperative. Account Orchestrator is heavily involved in strategic software and contract negotiations. Orchestration of a large matrix sales engagement team in order to sell enterprise business solutions, incorporating a variety of Siemens Xcelerator products, across large multi-divisional business.

• AO is responsible for achieving individual sales targets in new software, services, and subscription renewals

Required Experience

• Minimum of 7 years’ experience selling large strategic enterprise software solutions, with ability to navigate complex sales cycles, or equivalent large OEM customer sales experience (customer facing) that managed or supported a direct sales team.

• Minimum of 7 years’ experience working in, or with, the DoD (Department of Defense) in some capacity.

• Candidates must have a strong history of quota achievement over career.

• Due to the security policies of the clients in Department of Defense (DoD) this person must currently be a US Citizen.

• Military background or working within a military environment is advantageous but not mandatory to understanding the industry we serve.

• Experience with government contracting and contract vehicles a plus.

• At least 3+ years’ experience in the software industry (PLM, SCM, ERP, Simulation, DM, CRM, IOT, etc.) selling into the CXO level.

• Candidate will be familiar with desktop solutions such as Microsoft Office: PowerPoint, Excel, Project and other job related software such as SAP and Salesforce.com.

• Candidate will have excellent public speaking skills complemented by exceptional written and oral communication skills and strong organizational abilities.Ability to articulate and understand the customer strategy, the PLM solution strategy, and their alignment.

• Ability to understand the complex and typically long sales cycles at the strategic level.

• Must be willing to travel 50-75% of the time.

• Ideal geographical position would be within driving distance of the Dayton Ohio area, however must currently reside in the USA (This is a firm requirement)

Qualified Applicants will not require employer sponsored work authorization now or in the future for employment in the United States.Qualified Applicants must be legally authorized for employment in the United States.

Preferred Knowledge/Skills, Education, and Experience

• Preferred education Bachelor of Science, 4 Year degree.

• Preferred past experience working in a military environment encompassing operations, maintenance & sustainment at depots or forward operating bases.

Why us?

Working at Siemens Software means flexibility – Choosing between working at home and the office at other times is the norm here. We offer great benefits and rewards, as you’d expect from a world leader in industrial software.

A 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 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 creativity and help us shape tomorrow!

Siemens Software. Transform the Everyday

The total cash compensation range for this position is $101,700 to $203,400 with 50% of this being comprised of an annual incentive target. The actual compensation offered is based on the successful candidate’s work location as well as additional factors, including job-related skills, experience, and relevant education/training. Siemens offers a variety of health and wellness benefits to employees. Details regarding our benefits can be found here: www.benefitsquickstart.com In addition, this position is eligible for time off in accordance with Company policies, including paid sick leave paid parental leave, PTO (for non-exempt employees) or non-accrued flexible vacation (for exempt employees).

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