LCE Engagement Manager

Siemens Digital Industries Software is seeking an initiative-taking, highly motivated individual for the position of Engagement Manager within our Life Sciences, Consumer Products, and Energy (LCE) Business Unit, working with our Life Sciences, Consumer Products, and Energy customers and suppliers. The Engagement Manager is responsible for selling Solution Services, supporting SISW products to accelerate business value realization from SISW software for our customers.

This includes services across the entire SISW software portfolio.

The Engagement Manager, in conjunction with the Learning Engagement Managers and Sales Account Orchestrator, will jointly lead the SISW customer relationship for named customer accounts. This is a sales, account management, customer relationship management, and business development role with an average travel rate of 25-50%. The detailed scope of responsibilities is below.

• Jointly lead the SISW customer relationship on named customer accounts with the Sales Account Orchestrator(s), Technical Account Manager(s), and Practice Engagement Managers
• Collaborate with the Sales Account Orchestrator(s) and Technical Account Manager(s) in understanding and developing the Solution Services account strategy
• Maintain a pipeline of Solution Services opportunities in Salesforce (SFDC). Maintain a path to plan outlining how the pipeline will help achieve the assigned New Booked Order services targets, and how we can address any gaps to plan, if any
• Maintain each Solution Service opportunity in Salesforce (SFDC) through its maturity lifecycle from Discovery to Scope Definition and Proposal presentation, SOW Development, Contract negotiations, and deal closing
• Where necessary, support the PM30 Bid Approval process and meet with Senior SISW Leadership to secure approval for commercial bids
• Own and lead the orchestration of Solution Service proposals by working with SMEs from the Business Unit and the Practice teams (LCS, MOM, Mendix, ECS, etc.) to develop detailed Statements of Work, scope definitions, assumptions, work packages, an initial schedule, resource roles, and effort to perform the services. Enter and maintain the data in SISW systems (SFDC, Zimit, SDM, etc.)
• Understand the SISW Service Offerings and our Delivery Methodology and articulate them and their value to the customer. Lead pricing discussions and negotiations with the customer on service proposals and SOWs, and handle customer objections to price, discounts, roles, etc.
• Use standard approved global SOW templates and standard approved global methods for resolving estimates.
• Facilitate resolution of customer-requested nonstandard terms and conditions in SOWs and Agreements with SISW legal and Leadership teams
• Document discussions during the selling process, along with risks and assumptions, and hand them off to the Project Manager owning the execution team through the PM80 handoff process upon deal closing.
• Participate, as a partner, in Customer Project Reviews led by the Project Manager of the assigned execution team, and continue to stay engaged with the customer during delivery
• Must be open to an average of 25% - 50% travel

• At least 5 years of professional services experience in a delivery and selling role with at least 3-5 years of experience in SISW software products for PLM and MOM (Teamcenter, NX, Opcenter, Mendix, Mentor)
• Bachelor’s Degree in Computer Science, Engineering, Math, or other similar subject areas, or equivalent experience
• Customer-facing presence and an ability to present to Customer Leadership teams and drive business conversations and discussions
• Confirmed eye for business to lead different personalities, the vagueness and flexibility of the selling process, and conflicting agendas and objectives from various team members in a discreet, supportive manner without causing confrontation
• Shown ability to collaborate with complementary teams and orchestrate proposals requiring input from several resources and teams spread across the zone and globe
• Proven understanding of SaaS engagement concepts and proposal requirements; ability to engage with customers knowledgeably on potential prescriptive, SaaS-based opportunities and explain value realization & successful adoption
• Excellent presentation skills, verbal, and written communication skills
• Have a style characterized by an extreme level of integrity and trust based on ethics and Siemens values
• Results-oriented,…