Regional Vertical Sales for Aerospace & Defense – Bajío
Drive revenue growth and achieve sales targets by building strong customer relationships and identifying market
opportunities. As the relationship owner, the Account Manager ensures Siemens offerings provide sustainable value,
while managing both new customer acquisition and the expansion of existing customer relationships.
- Define mid to long-term goals for strategically expanding and nurturing both new and existing accounts, ensuring alignment with the overall business strategy.
- Classify accounts into tiers based on their strategic importance and define engagement models for each segment (high-touch vs. digital-led strategies).
- Develop individual strategies and/or plans for each account, aligning with the customer’s buyer journey to achieve defined goals. Prioritize prospects and accounts to ensure resources are allocated in proportion to their tactical or strategic importance.
- Identify the necessary go-to-market channels, campaigns, and market strategies to fulfill account plan objectives.
- Schedule and plan customer interactions to foster relationships, drive engagement, and ensure alignment with sales objectives, including collaboration with C-level executives at customer organizations to understand their ecosystems.
- Conduct periodical reviews to track progress and realign strategies. Utilize market intelligence, CRM insights, and performance data to measure success against defined goals. Identify emerging opportunities, market trends, and adjust tactical execution accordingly.
2. Prospecting and Discovery
- Take full ownership of the opportunity pipeline for the assigned accounts in the defined market / region, managing each stage from creation to closure. Leverage available analytics to assess pipeline size, composition, and health, ensuring a clear understanding of required actions.
- Execute marketing-led campaigns within the assigned customers, leveraging available assets and resources to drive engagement and pipeline growth.
- If required, develop targeted campaigns based on the specific needs of the assigned customers.
- Proactively develop relationships with assigned new customers focusing on identifying and engaging high-potential opportunities.
- Evaluate customer requirements, identifying the best potential solution fit and proposed ROI to determine the most appropriate go-to-market channel.
- Explore customer needs beyond technical requirements by identifying financial constraints and opportunities for new business models. Position financing options early to strengthen our value proposition and drive engagement.
- Analyze the customer’s financial status, perform an opportunity risk assessment, and agree with the Sales
Manager on the necessary sales investment based on potential revenue.
3. The role that you will play:
Coordinates workshops and events related to the portfolio of products and services. Supports other sales areas with specific channel and/or product responsibilities serving the customers (e.g. participates from customer meetings, negotiations, offer creation).
Through the complete sales cycle, orchestrates teams locally, including the internal interfaces like e.g. Presales, Services, Product Management, Technical Specialists, Partners.
Drive opportunities forward by engaging with decision-makers (incl. C-level) and key stakeholder groups and providing business insights to demonstrate the need for change. Apply stakeholder strategies to manage cross-functional dynamics, addressing diverse priorities, mitigating roadblocks, and ensuring alignment on goals.
Translate value statements into opportunity specific value propositions, addressing current and emerging customer needs and demonstrating measurable impact on customers’ business performance. Effectively communicate these propositions through direct communications, digital platforms, and in-person presentations.
Identify and apply the appropriate pricing model, including any agreed-upon discounts or terms, to ensure competitiveness and alignment with the opportunity. Seek additional pricing support or special terms, as necessary, to secure the opportunity and meet strategic goals.
Proactively incorporate financial services and new business models into the deal strategy, highlighting their implications. Leverage these solutions to drive mid and long-term account objectives, strengthen deal viability, and enhance operational efficiency and value.
Continuously monitor and evaluate risks associated with active sales opportunities, including changes in customer needs, market conditions, and competitive activity. Ensure ongoing alignment and readiness to address any issues that could impact the success of the opportunity
4. What would we like from your side?
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Siemens is an Equal Opportunity and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, color, creed, religion, national origin, citizenship status, ancestry, sex, age, physical or mental disability, marital status, family responsibilities, pregnancy, genetic information, sexual orientation, gender expression, gender identity, transgender, sex stereotyping, protected veteran or military status, and other categories protected by federal, state or local law.
