Presales Manager

Siemens Digital Industries Software is a leading provider of solutions for the design, simulation, and manufacture of products across many different industries. Formula 1 cars, skyscrapers, ships, space exploration vehicles, and many of the objects we see in our daily lives are being conceived and manufactured using our Product Lifecycle Management (PLM) software.

Key Responsibilities:
As a PreSales Manager, you will be an integral part of the Country/Vertical PreSales management team, responsible for managing a team of PreSales professionals. Your primary goal will be to oversee the creation and delivery of compelling solutions and presentations that drive the sales of Siemens' software and contribute to the overall business goals.

In close partnership with sales executives and management, you will play a key role in defining the sales pipeline strategy and understanding the critical PreSales contributions required. You will oversee key customer engagements, actively participate in and deliver impactful customer vision/solution demonstrations, presentations, benchmarks, and showcases. Additionally, you may manage business operations, including budget and cost control, business planning, monitoring, and reporting. This role also involves significant people management responsibilities, such as recruitment, training, development, and performance management.

• PreSales Operations Management:
• Contribute to defining a comprehensive country PreSales strategy, aligning with zone goals and market understanding.
• Direct PreSales activities and serve as an escalation point for process and customer issues.
• Investigate and evaluate business potential of new markets/solutions; lead the definition and build of solutions for these markets.
• Track customer purchasing and usage trends, working with sales management to strategize and attack opportunities. Represent customer needs for technical and business strategy development with sales management.
• Support the review of accounts and pursuits to manage PreSales priorities, allocate resources, and support the software sale.
• People Management:
• Contribute to setting compensation and benefit programs within the PreSales organization in line with global guidelines.
• Contribute to and/or undertake recruitment and selection of PreSales staff, ensuring adherence to headcount policies.
• Contribute to PreSales workforce and succession planning to align the team with future business needs.
• Create and communicate country PreSales plans and individual goals, ensuring alignment with the PreSales strategy.
• Conduct regular performance appraisals, identify performance issues, and manage mitigation processes.
• Ensure appropriate learning and development plans are established for direct reports.
• Leadership:
• Contribute to driving the PreSales agenda within the country, focusing on high-quality, repeatable delivery and customer excellence to drive software sales.
• Contribute to initiatives for business, process improvement, and knowledge management supporting country and PreSales business objectives.

• Mentoring:

• Provide advice and coaching to the PreSales team on developing and delivering high-quality technical and value presentations.

• Support the definition, development, and delivery of domain proofs and value propositions.
• Serve as a business and commercial advocate within the PreSales team, guiding on business rigor in customer-facing activities.

• PreSales Delivery:

• Architect and lead the execution of consultative and value-added technical sales engagements, assessing business conditions and generating follow-on sales opportunities.

• Build trusted advisor status by communicating knowledgeably with customers on business challenges, industry trends, and competitor landscapes.
• As an integral part of Siemens DISW bid proposal and benchmark teams, liaise across functions to provide oversight and communicate a clear vision of the proposed solution.

Qualifications:- Education and Experience:
- Relevant University degree in a technical or business-related field (or lower qualification with relevant work experience).
- Proven experience in a PreSales role within the software industry.
- Experience in managing or leading a team of technical or business development professionals.
- Experience with sales methodologies and processes (e.g., Value Selling / Challenger).
- Understanding of software go-to-market approaches, especially within a SaaS context.
- Manufacturing & Engineering Software knowledge (beneficial if Siemens portfolio).
- Good Knowledge of the Following Skills:

• Business Compliance and Ethical Working
• MS Office
• Common Business Management systems (e.g., MIS systems, Tableau knowledge beneficial).
• Sales Management Systems (e.g., SFDC and/or Revegy knowledge beneficial).
• Advanced English Communication Skills (written and verbal)
• Presentation & Storytelling
• Teamwork and Collaboration
• Team Leadership
• Conflict Management
• Negotiation & Influencing
• Analytical Skills & Problem Solving
• Customer Centricity
• Business and Commercial Acumen
• Working with Change

• Basic Knowledge of the Following Skills:

• Strategic Thinking

• Creative Thinking and Innovation

Scope:

• PreSales Management of a local team of PreSales professionals.
• May also function as a PreSales TAM for a small number of accounts, carrying a personal target.

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status.

Why us?
Working at Siemens Software means flexibility - Choosing between working at home and the office at other times is the norm here. We offer great benefits and rewards, as you'd expect from a world leader in industrial software.

A collection of over 377,000 minds building the future one day at a time in over 200 countries. We're dedicated to equality, and we welcome applications that reflect the diversity of the communities we work in. All employment decisions at Siemens are based on qualifications, merit, and business need. Bring your curiosity and creativity and help us shape tomorrow

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