Specialist Account Executive

Job Family: Software

Req : 496539

As part of a Country or Vertical Software Sales organization, responsible for generating and closing specialized SaaS and Hybrid SaaS software revenue opportunities, primarily through subscription, renewals and follow‑on services sales, within Target Accounts, in co‑sell motion with Account Orchestrators in Named Accounts and/or New Logo prospects to achieve assigned sales performance targets and drive net new and add‑on ARR. Within the context of the Integrated Country Plan, drive new logo and/or existing account growth through iterative strategy development, capture tactics, and fostering customer curiosity, demand, and adoption with a strategic value‑based approach.

• Align the short‑term domain specific goals for a portfolio of Target Accounts and suspects in order to achieve the overall territory strategy and software and services revenue goals; maximizing land and expand opportunities and reducing customer churn.
• Map individual account strategies and associated plans aligned to the customers buyer journey, in order to achieve the defined short‑term goals for the assigned domain/portfolio, based on forecast and hard data.
• Prioritize suspects and accounts to ensure that the energy, budget and time spent on them is in direct proportion to their tactical value to the company.
• Identify the relevant go-to-market channels, campaigns and marketing tactics required to achieve the domain plans within each account.
• Actively engage with the Account Orchestrator in the development and implementation of the Account Plan for your domain.

• Collaborate within matrixed team leadership, including AOs, partners, for the coordination of different sales activities across the entire sales cycle to move multiple opportunities to close simultaneously through the sales pipeline.
• Define and deliver key domain specific stories, using value-based messaging to create competitive advantage for the customer as a whole and/or for individual customer opportunities ensuring all are aligned with the overall vision messaging for the account and Siemens Go To Market approach.
• Work closely with Customer Outcomes, Customer Success and Customer Support teams to drive faster adoption of our solutions and generation of cross- and upsell opportunities.
• Collaborate with Renewal Sales to drive high renewal rates.

• Manage own pipeline of leads and suspects to meet sales revenue targets and qualify in order to convert into Sales opportunities.
• Run targeted campaigns with Marketing, Account Development or Inside Sales to generate high‑quality leads and identify key players within target customers, or undertake your own activity using cold calling, unsolicited proposals or social selling.
• Research target organizations to understand their structure, challenges, and strategic priorities.
• Identify key stakeholders and decision-makers and build influence maps to guide engagement.
• Evaluate suspect customers’ requirements, identifying the best potential solution fit from the DISW portfolio; the proposed ROI and potential value improvement metrics and targets, determining the most appropriate go‑to‑market channel and message to pursue the opportunity with.
• Understand customer domain processes thoroughly to ensure that Siemens’ solutions are seamlessly integrated into the customer's workflow, thereby enhancing efficiency and performance.
• Assess the customer financial situation and complete an opportunity risk assessment and agree with Sales Manager the level of sales investment warranted for the potential revenue.

• Guide the customer through the buying process for land and expand opportunities within key, designated domain groups.
• Engage directly with customer decision makers, assisting by providing valuable insights to customers about their business highlighting the case for change, helping the customer navigate alternatives and avoid potential mistakes.
• Translate value statements into opportunity specific domain value propositions, addressing current and emerging customer needs and demonstrating measurable impact on customers’…