Job Description
Polarion Portfolio Development ExecutiveLocations: United Kingdom Job Family: Product Management, Portfolio & Innovation
English (UK)
Company:
Siemens PLM Software is a world-leading provider of product lifecycle management and manufacturing operations management software. We help thousands of companies realize innovation by optimizing their processes, from planning and development through manufacturing, production and support. Siemens PLM Software, is a business unit of the Siemens Digital Factory Division, with more than nine million licensed seats and 77,000 customers worldwide. Siemens PLM Software is headquartered in Plano, Texas.
Driven by a deep understanding of what it takes to deliver successful products, Siemens PLM Software partners with our customers to provide industry software solutions that help companies everywhere achieve sustainable competitive advantage by making real the innovations that matter.
Objective:
Portfolio Development is a key part of our corporate go-to-market strategy and a new position is now available for a Polarion Portfolio Development Executive.
As a Portfolio Development Executive for Polarion you will be expected to have a commercial background, with experience of working in a Systems Engineering or Embedded Software Development, or similar environment. You will develop the go-to-market strategy with the goal of maximising Polarion revenues, working closely with Country / Zone organisations on developing regional plans and executing sales alongside Sales Orchestrators.
The Polarion portfolio delivers transparency through real-time aggregation and management of the Software development processes. Everyone is therefore aligned regarding what is being developed to ensure integrity and compliance with regulatory standards. This helps teams respond faster and with better quality to new business opportunities and customer demands. It helps advance the development, governance and maintenance of software via a unified solution for Requirements, Quality, and Application Lifecycle Management.
Essential Responsibilities and Duties:
As a “Portfolio Developer” you identify market opportunities, create 'go-to-market’ strategies and implement them utilising Campaigns & Initiatives for different industries and specific target groups. You are a competent partner and supporter for the ‘Account Orchestrator’ and ‘Product Specific Account Reps’ as well as for customers and prospects.
Roles and Responsibilities:
Advocate and drive the development of the portfolio through the identification of a clear target market and go to market strategy, and the execution of Campaigns and Initiatives based strategies to leverage and maximise software opportunities.
Assess and track relevant industry trends and produce Polarion growth forecasts by industry or domain for your assigned geography.
Analyse competitor offerings and coverage to establish clear competitive differentiation for the portfolio within different markets.
Identify key opportunities for the Zone, defining the industry, geography and target accounts
Work with Account Managers/Orchestrators to build a Sales strategy for identified customers or market and then provide the required support the drive the sale to a conclusion with the account team.
Support of the marketing team in the planning and implementation of customer or event specific campaigns
Act as trusted advisor to Sales, Business Development, and PreSales teams by providing direct engagement with customers, as part of the sales pursuit team, for key Must Win accounts
Establish clear market positions for the portfolio, understanding what problems we are solving and the business value delivered to customers in order to build a compelling sales message
In collaboration with the Global Learning & Development team, design and deliver appropriate targeted enablement activities to direct and indirect teams
Ensure that the available Campaigns &Initiatives for Polarion are understood by promoting then to account teams, Zone Interest Groups etc.
Help Alliance and Channel Management to target and enable partners to support incremental portfolio growth opportunities as appropriate
Establish, track and report measurable goals for monitoring portfolio growth.
Provide feedback to campaign and initiative owners as appropriate on content / lessons learnt
Profile:
Qualifications & Accreditations:
Essential
Degree or equivalent professional qualification in Engineering, or similar Systems Engineering discipline
Desirable
MBA or similar Business Qualification
Trained in value selling methodologies such as Challenger, Revenue Storm
Experience:
Essential
Experience in a customer-facing sales, or business development functions
Domain Knowledge of Systems Engineering, Embedded Development process and tools
Industry knowledge of, Automotive, Aerospace, Automation, Electronic Engineering or medical technology
Domain Knowledge in the sales of software engineering products preferably in the ranges of Requirements Management, Test Management, Application Lifecycle Management (ALM), Change and Configuration Management
Able to understand, articulate, position and present the value of ALM solutions in the context of an Industry, and client business
Experience with C-level discussions
Knowledgeable of the competitive landscape
Desirable
Experience working in Industry on ALM or related initiatives
Experience of developing and supporting indirect sales channel
Competencies and Personal Attributes:
Essential
Fluent English
Creativity, hands-on, decision-making ability, analytical skills, strategic thinking.
An good communicator with sales knowledge, business development experience and excellent presentation skills
Proactive and energetic with a high degree of self-motivation to develop & grow this Portfolio
Able to travel, up to 50% of your time, throughout EMEA & communicate effectively with multiple nationalities and cultures
Able to work in a EMEA role in collaboration with country teams, in a consultative and directive mode of working
Desirable
Able to speak more than one major European language
Additional Requirements:
Siemens Industry Software is an equal opportunities employer and do not discriminate unlawfully on the grounds of age, disability, gender assignment, marriage and civil partnership, pregnancy and maternity, race, religion or belief, sex, sexual orientation or trade union membership.
Conditions:
Siemens PLM Software offers, besides an attractive salary and benefits package, an internationally oriented and innovative high-tech environment. It is a fast growing, financially healthy company with a flat structure, in an informal, flexible atmosphere. People working within the business unit appreciate the room for initiative and career development. PLM Solutions are driven by innovation and therefore management fosters the creativity of its employees. Siemens PLM Software provides continuous training and competence development, stimulating personal development with respect to technical and/or management skills.