PreSales Channel Solution Consultant – Partner PreSales

Job Description

Purpose of the Role:

As part of the software sales team, lead the support of the channel in the technical sales process to facilitate sales of software.  Utilizing advanced knowledge of customer business needs, engineering and manufacturing processes, industry best practices and competitive differentiation, coach the channel in the preparation of standard demonstration and where appropriate design and develop complex, customized demonstrations of SISW products and solutions in support of channel sales efforts for complex or strategic pursuits.  Lead and oversee the coaching and support of Channel Sales and PreSales staff to deliver effective prescriptive solutions demonstrations to a range of customers, educating customers on the features, functions and business benefits of SISW products and solutions, highlighting the capabilities and usage of the solution to solve sales and customer problems.  Coach and support Channel PreSales teams in the delivery of Prescriptive Solution Proposals and other key PreSales processes to deliver strategic pursuits.  Coach channel PreSales staff to be able to answer complex customer questions and counter objections to successfully position SISW solutions for the customer against the competition.  Guide Channel partners in the creation of counter arguments for use against objections using competitor information, technical product and industry expertise and knowledge of the customer base.  Champion the provision of feedback and guidance to support the development of presentation and demonstration excellence within the Channel PreSales teams.  Speak with authority and be a trusted advisor on SISW industry solutions, and the associated value messaging.  Will also provide guidance and mentoring to other PreSales Channel Solution Consultants on the capabilities and business value of the Company's products and solutions.

Duties and Responsibilities:

  • As part of the Asia Pacific PreSales team, aid and facilitate the successful growth of revenue, derived through the Indirect Channels by improving PreSales capability of partners.  Build productive business relationships with Solution Partners, Partner Management Executives, Partner Sales Executives and PreSales teams across Asia Pacific, aligned to Country/Vertical/Regional objectives.  Contribute and support business planning to accomplish goals of Partner Managers and Solution Partners.  
  • Using data driven analysis, define, plan, organize, and support countries in implementing and executing PreSales productivity/enablement programs that impact and benefit partner performance resulting in increased revenue to Siemens, working with Global L&D, Global Partner Team, AP and country team.
  • Manage and ensure adoption of the Partner PreSales Development Program and Partner PreSales certification programs in country. 
  • Enable and coach partners to leverage Siemens assets like Demo2Win, use of campaign assets on the Cloud, Advantage, Prescriptive PreSales Framework and other technical assets for increased technical productivity with partners
  • Strong collaboration with Zone PreSales, Technical Enablement teams, product business units, global partner services team to expand total technical/services enablement to meet market opportunities, enhance expert Partner technical skills and sales cycle/customer success initiatives and enhance overall Partner technical competency and services offering
  • Identify and facilitate quality validation for zone and global enablement programs. (i.e. Demo2WIN! Demo quality checks or validation checks for non-certification training such as PreSales Certificates)

Solution Consulting

  • Coach and support Channel PreSales teams to prepare for, and engage with, customers and prospects in order to gather high level customer technical requirements, understand existing information technology infrastructure and determine customers’ needs as part of the sales effort.
  • Advise Channel Partners in the response to customer Requests for Proposals / Requests for Information, as part of selling efforts.
  • Provide advice and support to answer technical, industry and process questions from partners, and provide technical support for customer issue resolution by the channel partner
  • Support Channel PreSales teams in efforts to improve relationships with important customers, supporting account reviews, white space analysis and accessing key SISW resources where required.

Coaching/Leadership of Demonstration and Positioning Technology

  • Utilizing advanced knowledge of customer business needs, engineering and manufacturing processes, industry best practices and competitive differentiation, advise and guide channel PreSales teams to prepare and deliver standard demonstration and where appropriate design customized demonstrations of SISW products and solutions to customers in support of selling efforts.
  • Where required, coach Channel Partners in the build of demonstration environments to meet the needs of a customer demonstration, including the identification of relevant hardware, design, development and installation of product environments and appropriate product data, to mimic the customers systems
  • Where required, coach Channel Partners on the delivery of effective demonstrations to a range of Channel Partner customers on the features, functions and business benefits of SISW products and solutions, highlighting the capabilities and usage of the solution to solve sales and customer problems
  • Coach channel PreSales staff to be able to answer complex customer questions and counter arguments for use against common objections using competitor information, technical product expertise, industry expertise and knowledge of the customer base in order to successfully position SISW solutions for the customer against the competition.
  • Champion the development of Channel Partner presentation and demonstration excellence

Engagement:

  • Coach and guide Channel Partner PreSales to speak with authority and be a trusted advisor on our customer's requirements, leading the creation of messaging demonstrating how SISW solution can improve their business
  • In partnership with the channel partner sales executives, support Channel partner PreSales teams in the development of new business opportunities based on customer value.
  • Support investigative engagements using available methods and tools to assess a prospect's business condition, and recommend appropriate courses of action.
  • Coach Channel Partner PreSales in the development of a customer vision that resolves identified business pain and leverages SISW technology as a solution enabler
  • Knowledge Sharing:
    • Build zone internal knowledge Network
    • Be the Subject Matter Expert for PLM business value and the development of meaningful and best in class value propositions in an industry domain
    • Communicate channel partner needs to other internal organizations such as operations management, product development and marketing.
    • Create zone specific partner PreSales and Technical Enablement communications using the SISW “News on Demand” platform
    • Participate in standards consortiums to impact the definition, adjustment and delivery Standards regarding PLM Value and/or Industry standards and Process Best Practices, and coach others in these standards
    • Own the improvement and expert usage of presales tools and methods for Channel Partners within specific country or zone operations, as part of a global practice.

Mentoring/Leadership:

Coach/Mentor and act as subject matter expert to other Sales, Presales, Professional Services, Marketing, industry segment personnel for single solution domain and Industry/Process Best Practices within and possibly between zone organisations for Channel Partner support

  • Provides steer and coaching of other CPSC's in the development of technical demo's, scripts and storyboards.
  • Serve as primary point of contact with the Global Partner teams for Partner PreSales and Partner Technical Enablement

General:

  • Support the organisational culture, values and reputation in company markets and with all staff, customers, suppliers, partners and regulatory/official bodies.
  • Record 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
  • Undertake any other duties required by the company.

Qualifications, Accreditations & Knowledge

You should be a technically enabled self-starter, results oriented, have a strong intellectual curiosity, be comfortable working within a matrixed organization (functional & geographic) and be able to thrive in a fast-paced, global sales environment with little day to day supervision.

  • Bachelor’s Degree in Engineering, Computer Science, Business or other related disciplines required. Master’s Degree preferred.
  • Must be a business-savvy professional that is highly motivated, collaborative and numbers-driven.
  • Ability to work on high-level strategy but also execute on it with day-to-day activities. (think strategically and act tactically)
  • Must be able to manage and advance many projects simultaneously.
  • Has the ability to challenge the status quo, think out of the box, roll up the sleeves and get things done.
  • Ability to build sustainable relationships across the company and define and execute topics in a matrixed organization - devising creative everyone-wins solutions to problems.
  • Excellent writing, editing, verbal communication, presentation, and project management skills.

Experience

  • 5 PreSales Management experience
  • At least 3 years working with Channel Partners
  • Extensive project experience with multicultural teams, working remotely and across multiple time zones.

**Must have previous experience developing ERP or PLM software channel partner sales strategy and programs to be considered for this role.

Competences and Personal Attributes

  • Excellent verbal and written communication skills in English.
  • Fluency in a second language such as Chinese, Korean or Japanese, is required.


Job ID: 178816

Organization: Digital Industries

Company: Siemens Industry Software (Shanghai) Co., Ltd.

Experience Level: Experienced Professional

Job Type: Full-time

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