Report To: Americas Sales Leader I Department: SaaS Sales & Global Marketing Team I Location: Remote I Travel Required: Y (40-50 % of domestic/international travel)

WHAT YOU'LL BE DOING:

Supplyframe, recently acquired by Siemens, is looking for a Sales Specialist who will be responsible for handling and growing strategic partnerships with our key clients, partner (Siemens DI SW) focusing on enhancing the value clients receive from our Supplyframe solutions.

This role requires a deep understanding of the SaaS model, Supplyframe solutions, and industry-specific knowledge (Procurement & Supply Chain) to drive customer success and achieve sales targets.

VALUE SELLING

• Develop and implement strategic account plans to achieve and exceed quota responsibility.
• Identify and pursue new business opportunities within assigned accounts/territories and/or verticals.
• Establish and maintain positive relationships with key decision-makers within the customer organization.
• Understand customer needs and requirements and align them with Supplyframe solutions.
• Collaborate with cross-functional teams (Siemens GSCS) to ensure customer happiness and resolve any issues promptly.
• Monitor account health and identify areas for growth and improvement.
• Provide insights and feedback to the product team to enhance the product offering.

MARKET & INDUSTRY KNOWLEDGE:

• Understanding of supply chain processes, procurement strategies, and market dynamics.
• Electronics Manufacturing: Knowledge of electronics manufacturing industry trends, challenges, and opportunities.
• Deep understanding of SaaS business models and Supplyframe solutions.
• Competitor Awareness: Awareness of opposing solutions and ability to articulate Supplyframe's unique value proposition.
• Leverages Siemens DI SW capabilities and effectively engages resources across the organization to bring strategic value to the customer.

RELATIONSHIP MANAGEMENT

• Network Utilization and Trust Building:

Leverages extensive industry and internal networks (within Siemens GSCS) to establish relationships as a trusted advisor with clients, focusing on aligning Supplyframe SaaS solutions to address client needs and challenges.

• Executive Relationship Management:

Cultivates and maintains superior relationships with senior-level executives, positioning Supplyframe as a strategic partner and influencing long-term, mutually beneficial relationships.

• Organizational Navigation and Political Strategy:

Analyzes the client's organizational structure and power dynamics, developing and implementing effective strategies to secure and enhance Supplyframe standing within the client organization, ensuring alignment with client objectives and goals.

• Strategic Company-to-Company Relationship Development:

Owns the development of strategic relationships between companies, fostering an environment of driven immunity and deepening account penetration by demonstrating the unique value and benefits of Supplyframe SaaS solutions.

BUSINESS METHODS

• Customer Insight and Solution Mapping:

Deeply understands customer needs and identifies emerging business trends and implications within the context of Supplyframe SaaS solutions, proposing tailored solutions that deliver maximum value and address specific client challenges.

• Strategic Account Planning and Sales Pipeline Management:

Develops comprehensive account plans and maintains a robust sales pipeline for Supplyframe SaaS solutions to achieve and exceed sales targets and quotas, ensuring sustained business growth.

• Sophisticated Negotiation Management:

Leads complex negotiati4ons with prospects, focusing on creating mutually beneficial contracts and ensuring the unique value proposition of Supplyframe SaaS solutions is clearly articulated and understood.

• Team Assembly and Utilization:

Identifies and leverages the unique abilities of individuals, assembling effective teams to achieve objectives and ensure the successful implementation and adoption of Supplyframe SaaS solutions.

• Innovative Deal Structuring:

Crafts creative and competitive deal structures using a variety of tools, developing win/win offerings that highlight the distinctive benefits and features of Supplyframe SaaS solutions.

• Forecast Accuracy and Portfolio Management:

Establishes and maintains accurate sales forecasts (HubSpot/SFDC) for the account portfolio, ensuring efficient resource allocation and strategic planning in promoting Supplyframe SaaS solution

GENERAL INFO

• Achieve Utilization Targets:

MEET AND EXCEED AGREED-UPON TARGETS

• Maintain Professional Integrity:

Uphold the highest standards of professional integrity while representing Siemens Supplyframe, ensuring all interactions reflect positively on the company and build trust with clients and partners.

• Compliance Adherence:

Closely adhere to and implement Siemens Supplyframe compliance guidelines at all times, ensuring all activities are conducted ethically and in accordance with company policies and applicable laws.

• Health and Safety Commitment:

Align with all Siemens Supplyframe Health and Safety policies, encouraging a safe and secure working environment for all employees and partners.

• Process Adherence and Promotion:

Enforce and promote all core internal and customer processes relating to the effective undertaking of the role, contributing to streamlined operations and enhanced customer experiences.

• Effective Communication:

Ensure adherence to all established communication channels within the business, facilitating clear and concise information exchange between all relevant parties.

• Team Collaboration:

Actively participate in team meetings, providing valuable input and collaborating with peers to drive continuous improvement and achieve common goals.

• Administrative Excellence:

Perform all vital business administration tasks in line with job activity, maintaining records and ensuring all documentation is complete and accurate.

• Additional Duties:

Undertake any other reasonable duties as required by the company, demonstrating flexibility and dedication to achieving organizational objectives.

WHO/WHAT WE ARE LOOKING FOR:

• Experience selling supply chain, sourcing, procurement and or electronic design automation solutions.
• Consistent track record of enterprise software sales success, demonstrated by meeting/exceeding assigned revenue quotas.
• 7+ years of experience selling Enterprise SaaS solutions.
• Systematically solve problems and hypothesize possible customer pain points, expectations, and implicit needs.
• Tailor communication to the customer's needs with authority; optimally deliver presentations with strong verbal and written communication skills.
• Use rational and emotional drivers that appeal to customers to comfortably aim to desired outcomes.
• Initiative and aim to achieve results; independent and self-directed.

WHY YOU'LL LOVE WORKING HERE:

Strong track record of providing an inclusive culture of belonging and empowerment in an entrepreneurial environment.

We pay 100% of the Health, Dental & Vision premiums for the employee; 80% for the employee's family. Short-Term Disability (STD) & Long-Term Disability (LTD) are provided and 100% covered by the company.

We offer PTO (17 days for the 1st 5 years of employment) & up to 10 company paid holidays.

The total cash compensation range for this position is $181,300 to $362,600 with 40% 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.

LI-FRAME LI-EDA LI=PLM LI-NS1 LI-JE1 LI-REMOTE

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