ADT Aerospace & Suppliers Principal Engagement Manager - REMOTE

Job Family: Software

Req : 518980

We are a leading global software company dedicated to the world of computer aided design, 3D modeling and simulation— helping innovative global manufacturers design better products, faster! With the resources of a large company, and the energy of a software start-up, we have fun together while creating a world class software portfolio. Our culture encourages creativity, welcomes fresh thinking, and focuses on growth, so our people, our business, and our customers can achieve their full potential.

Siemens Digital Industries Software is seeking an initiative-taking, highly motivated individual for a position as an Engagement Manager within our Aerospace, Defense, and Transportation (ADT) Business Unit, working with our Aerospace & Defense 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 own the SISW customer relationship for named customer accounts. This is a sales, account management, customer relationship management, and business development role with an average of 25-50% travel. The detailed scope of responsibilities is below.

• Jointly own 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 determining 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 leading the execution team through the PM80 handoff process upon deal closing.
• Participate, as a stakeholder, 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…