1. Value Selling

• Under broad direction, applies strategic value selling methodology, tools, and processes to improve sales effectiveness on complex projects and pursuits.

• Engages customers and develops strategic recommendations that positions Siemens Industry Software (SISW) products and services to advance the customer’s strategic initiatives and delivers

mutual value.

• Translates value statements into opportunity specific value propositions, addressing current and emerging customer needs and demonstrates measurable impact on customers’ business

performance.

• With minimal guidence, develops and executes a complete sales including competitive counter tactics to competitively differentiate SISW products/services and position SISW best respond to customer’sneeds.• Secures commitment at appropriate levels to for customers to buy from Siemens Digital Industries Software.

2. Market and Industry Knowledge

• Applies general knowledge of the customer’s industry, market segment, business operations, direction, focus, and resources to align with SISW products and services.

• Explains industry and market facts as they relate to specific areas of sales responsibly to position SISW as a key provider.

• Applies knowledge of competitor’ products/services and sales strategies to position SISW as the solution relative to the customer’s needs.

• Identifies and prepares for possible objections based on knowledge of deal specific competitors, and discusses strategies for resolving objections.

• With assistance, leverages SISW capabilities and resources across the organization to deliver mutual value.

3. Relationship Management

• Networks to influence a specific opportunity

• Independently develops relationships and credibility at the operational and mid-management levels to affect the outcome of immediate opportunities.

• Identifies powerbases related to specific opportunities and targets sales activities.

• Maintains relationships by providing support, information, and guidance.

4. Business Methods

• Verifies accuracy and reliability of client information to ensure an effective sales strategy.

• Establishes overall account plans, and maintains a sales pipeline to achieve targets and quotas.

• Identifies contract issues for the negotiation process.

• Identifies and effectively utilizes individual’s abilities to complete the team objective.

• Applies financial tools and criteria to structure a win/ win solution for an opportunity.

• Establishes and maintains forecast accuracy for the account portfolio.

5. General

• Meet agreed utilization targets and record hours and expenses in an accurate and timely manner

• Uphold the professional integrity of Siemens at all times

• Upholds and enforces Siemens compliance guidelines at all times

• Adhere to all Siemens Health and Safety policies

• Adhere to, and promote, all core internal and customer processes relating to the effective undertaking of the role

• Ensure that all communication channels within the business are adhered to

• Provide input, where appropriate to team meetings

• Undertake any business administration in line with job activity