Portfolio Development Executive – Energy and Process Industries in Calgary, Alberta

Job Family: Sales

Req ID: 452518

Siemens Digital Industries Software is a leading provider of solutions for the design, simulation, and manufacture of products across many different industries. Formula 1 cars, skyscrapers, ships, space exploration vehicles, and many of the objects we see in our daily lives are being conceived and manufactured using our Product Lifecycle Management (PLM) software.

The Portfolio Development Executive (PFD) will be responsible for executing the Energy and Process go to market strategy for solution areas in the Siemens Xcelerator portfolio. As part of a Software Sales organization, advocate and drive the development of allocated portfolio domain through the identification of a clear target market and go to market strategy, and the execution of relevant parts of digital thread campaign strategies to maximize software opportunities. Act as trusted advisor to Sales, PreSales teams providing guidance on the planning, execution and measurement of portfolio development activities.

Define and execute a Country portfolio plan, by determining where to focus and aligning with Sales Management. Identify challenges to the execution of the Country portfolio plan and execute required activities to overcome them.

Works under self-management with some supervision on assignments/pursuits and will determine solutions, methods and procedures.

To achieve success, a Portfolio Development Executive will be responsible for driving pipeline through new and existing accounts using defined execution tactics and collaboration with sales and presales. Additionally, the role requires the Portfolio Development Executive to be a trusted partner with direct and indirect sales teams. This role will be 60% customer facing.

Responsibilities:

• Maintain the integrity of Siemens and support organizational culture, values, and reputation

• Adhere to business processes and undertake required personal administration for role including timely expenses

• Undertake any other reasonable duties required by the company

• Ability to identify business needs, develop value propositions and contribute to the generation of compelling proposals.

• Ability to lead discovery with customers and prospects to qualify opportunities.

• Drive Top Suspects new account penetration plan

• Ability to build a strategy and roadmap interacting with Senior Engineering Executives including C-Suite.

• Proven PLM software sales experience at Siemens or a competitor

• Proven strategy development at an account and industry level – understand the product development, manufacturing and operation challenges in the Energy and Process industries.

• Commercial acumen to understand the financial and business implications of new opportunities

• Develop and articulate Trends-Implications-Possibilities-Solutions, build compelling presentations to align with customer needs, and deliver an Executive level thru mid-manager level presentation with ability to run thru demo videos.

• Documented experience of owning and managing discovery phase with clients

• Leverage Challenger methodology to understand/identify problem areas and challenge customer on status quo.

• Clearly articulate “why Siemens?” in non-technical terms (then if required, at a more technical level)

• Manage and execute tactics using Account based research, social media, Executive outreach etc.

• Collaborate with Industry Portfolio Director and each Sales Leader to drive key business metrics.

• Complete understanding of campaign/initiative value proposition and presentation materials

• Drive campaign execution with Industry, Marketing and Sales

• Deliver sales enablement training of collateral as required.

• Coordinate with Presales to deliver effective, value focused demonstrations.

• Manage execution plan and report weekly progress.

• Drive Sales team education, awareness, and adoption of Digital Thread Campaigns through a series of activities and events with appropriate sales orchestrators, presales and/or partners teams

Minimum Requirements:

• Must have 5 to 10 years of sales or business development experience and strong, proven grasp of Energy and Process industry and technology/solutions.

• Carried an individual quota and were personally responsible for achieving.

• Ability to articulate end to end Digitalization message to the customer and ability to map in Siemens technology to the customer requirements and vision.

• Demonstrated capability to be the trusted advisor for the client within new or existing customers at various organizational levels.

• Experience working with Siemens Xcelerator portfolio or competitor systems – PTC, Dassault, Aveva, Hexagon, Autodesk, etc.

• Experience working with clients using cloud-based technologies and deployment on-premise and in the cloud

• Experience working with clients on IT/OT convergence challenges and ability to identify and address the unique requirements and constraints of OT environments compared to traditional IT environments

• Proven written and presentation development skills required, with strong skills in MS Excel, PowerPoint and Tableau

• An understanding of organizational management is critical.

• Relationship-building and networking skills to cultivate strategic partnerships.

• Must have the ability to multi-task.

• Experience aligning with mid/upper-level management and technical users.

• Collaborate and drive results with diverse teams across multiple internal and external organizations.

• Approximately 50% travel

• BA/BS degree required.

Preferred Qualifications:

• Degree in Engineering Technology, Mechanical, Manufacturing, and/or equivalent

• Sales Engineering minimum experience minimum of 10 years

• Multi solution and multi-industry experience a plus

• MBA Preferred

• Proficient in the French language written and spoken is a plus

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 required

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

Siemens is dedicated to quality, equality, and valuating diversity, and we welcome applications that reflect the diversity of the communities within which we work.

Compensation is based on experience and market values. You will be asked what your expectations are. There are multiple perks beyond the basic health insurance package, including RRSP matching, share purchase matching, company paid diversity days, and an extensive employee assistance program.

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