Head of Digital Grid Sales

Job Description

Organization: Smart Infrastructure
Business Unit: Digital Grid
Requisition Number: 241583
Primary Location: United States-Minnesota-Minnetonka
Assignment Category: Full-time regular
Experience Level: Senior level
Education Required Level: Bachelor's Degree
Travel Required: 45%

Division Description:

Executive Sales Leader, Digital Grid Business Unit
 
The Company
Siemens Corporation is a U.S. subsidiary of Siemens AG, a global technology powerhouse that has stood for engineering excellence, innovation, quality, reliability and internationality for more than 165 years.
Siemens Energy Management Division
As the trusted partner for the development and extension of an efficient and reliable power infrastructure, Energy Management offers utilities and the industry the portfolio they need. This includes facilities and systems for the low-voltage and distribution power grid level, smart grid and energy automation solutions, power supply for industrial plants, and high-voltage transmission systems. Represented in more than 90 countries, the Division has ca. 53,000 employees and more than 100 production sites worldwide.
Energy Management Digital Grid
The Business Unit Digital Grid is the leading global supplier of products, systems, solutions, and services for the economical, reliable, and intelligent transmission and distribution of electrical power.  Electrical energy makes the world go round.  No matter where power comes from or where it has to go, we make sure it makes it’s way – every step of the way!
Energy systems are changing dramatically and in the world of digitalization, automation, and electrification the Digital Grid portfolio has products, solutions, and services to meet the most demanding challenges.
We have major locations in Minneapolis, MN; Foster City, CA; Schenectady, NY; Houston, TX; and Wendell, NC.  The Digital Grid Headquarters are in Minneapolis.  This position will not need to relocate.
Siemens Digital Grid – Ahead of the Challenge – Ahead of the Change!
 
We are looking for the best talent to shape the technology of the future.   Come expand your career in one of the best companies world-wide!
 
 
 
 
 
 
 
 
 
 
 
Executive Sales Leader, Digital Grid Business Unit
 
The Position
 
Reporting Relationships and Position Charter
 
Reporting to the President of the Digital Grid Business Unit, the Executive Sales Leader for Digital Grid will be responsible for leading the sales team to meet the strategic growth objectives and deliver the annual business plan for the Digital Grid products, solutions, and services.  
 
This role will lead the 3 segment sales executives and their teams across Digital Grid.  The role will implement sales strategies, including defined strategies to retain/grow existing accounts, acquire new accounts to achieve greater market share, and development SMS execution of an annual sales plan in conjunction with the segment and business unit leadership.  The sales revenue for this business unit is in the multimillion dollar area.
 
Digital Grid is positioned for substantial growth and an evolving portfolio leading the industry changes.   DG is also poised for further growth through acquisition, strategic alliances, and partnerships to enhance and complement its current portfolio. 
 
 
Position Scope & Responsibilities
 
Lead a sales team across multiple business segments with a portfolio that has product, solutions, and services within a global operation.  The role will is responsible to develop the sales executive’s capabilities, processes, and tools that focus on the execution of the sales process to meet the overall sales performance objectives.
 
  • Collaborate and communicate with Siemens Industry and SPSS to open sales channels and increase sales.   
  • Execute the operational plan for bookings and present the sales pipeline and forecast to executive management.
  • Responsible for all re-sales activities including lead generation, demos, proposals and negotiations leading up to and including the closing of the sale.
  • Ensure proposal activities are executed in accordance with pertinent legal regulations and Company policies/procedures, and, where permissible, tailor processes and procedures as required by the size, scope, scale and timing of the opportunity.
  • Responsible for ensuring the quality of all customer interactions during the pre-sales and sales process.
  • Manage enterprise sales cycle starting with the discovery, building and managing relationships to the close of business.
  • Lead commercial strategy to secure new business. Build and maintain collaborative diplomatic working relationships within the business unit and global organization.
     
     
     
Executive Sales Leader, Digital Grid Business Unit
 
 
  • Accountable for the overall customer relationships, including the coordination of the communication and response to the customer to ensure overall satisfaction with Siemens.
  • Develop referrals and reference accounts by building long-term strategic relationships.
  • Responsible for the NPS process, coordination of activities with the segments, and tracking actions per segment to address customer feedback
  • Create effective cross functional communication to improve the business unit’s overall productivity.
  • Responsible for the identification of key performance indicators to ensure the understanding of current and future performance of the sales organization.
  • Responsible for the preparation, analysis and reporting of key performance indicators to sales and business or organization.
  • Drive market feedback to the Product Management organization for new product requirements, features and functionality.


Job Description:

Head of Sales, Digital Grid Business Unit


 

The Company

Siemens Corporation is a U.S. subsidiary of Siemens AG, a global technology powerhouse that has stood for engineering excellence, innovation, quality, reliability and internationality for more than 165 years.


 

Digital Grid Business Unit

The Digital Grid Business Unit is the leading global supplier of products, systems, solutions, and services for the economical, reliable, and intelligent transmission and distribution of electrical power.  Electrical energy makes the world go around.  No matter where power comes from or where it has to go, we make sure it makes its way – every step of the way!


 

Energy systems are changing dramatically and in the world of digitalization, automation, and electrification the Digital Grid portfolio has products, solutions, and services to meet the most demanding challenges.


 

We have major locations in Minneapolis, MN. and Wendell, NC.  The Digital Grid Headquarters are in Minneapolis.


 

Siemens Digital Grid – Ahead of the Challenge – Ahead of the Change!

 

We are looking for the best talent to shape the technology of the future.   Come expand your career in one of the best companies world-wide!

 
 
Position Scope
 

The Head of Sales for Digital Grid will be responsible for leading the sales team to meet the strategic growth objectives and deliver the annual business plan for the Digital Grid products, solutions, and services.  

 

This role will lead the sales executives and their teams across Digital Grid.  The role will implement sales strategies, including defined strategies to retain/grow existing accounts, acquire new accounts to achieve greater market share, and development SMS execution of an annual sales plan in conjunction with the segment and business unit leadership.  The sales revenue for this business unit is in the multimillion dollar area.

 

Digital Grid is positioned for substantial growth and an evolving portfolio leading the industry changes.   DG is also poised for further growth through acquisition, strategic alliances, and partnerships to enhance and complement its current portfolio. 

 
  
Position Responsibilities
 

Lead a sales team with a portfolio that has product, solutions, and services within a global operation.  The role is responsible to develop the sales executive’s capabilities, processes, and tools that focus on the execution of the sales process to meet the overall sales performance objectives.

 
  • Collaborate and communicate with other Siemens business and other Siemens Sales groups to open sales channels and increase sales.   

  • Execute the operational plan for bookings and present the sales pipeline and forecast to executive management.

  • Responsible for all resells activities including lead generation, demos, proposals and negotiations leading up to and including the closing of the sale.

  • Ensure proposal activities are executed in accordance with pertinent legal regulations and Company policies/procedures, and, where permissible, tailor processes and procedures as required by the size, scope, scale and timing of the opportunity.

  • Responsible for ensuring the quality of all customer interactions during the pre-sales and sales process.

  • Manage enterprise sales cycle starting with the discovery, building and managing relationships to the close of business.

  • Lead commercial strategy to secure new business. Build and maintain collaborative diplomatic working relationships within the business unit and global organization.

  • Accountable for the overall customer relationships, including the coordination of the communication and response to the customer to ensure overall satisfaction with Siemens.

  • Develop referrals and reference accounts by building long-term strategic relationships.

  • Responsible for the NPS process, coordination of activities with the segments, and tracking actions per segment to address customer feedback

  • Create effective cross functional communication to improve the business unit’s overall productivity.

  • Responsible for the identification of key performance indicators to ensure the understanding of current and future performance of the sales organization.

  • Responsible for the preparation, analysis and reporting of key performance indicators to sales and business or organization.

  • Drive market feedback to the Product Management organization for new product requirements, features and functionality.

 

Education Required

 

An undergraduate degree in Business Administration, Marketing or Engineering is required; an MBA is highly preferred. 

 

Professional Qualifications and Personal Attributes

 

  • 10+ years of sales experience selling to Fortune 500 companies within a global business – experience selling to utilities is a plus.  Additional, 5+ years of managing a sales team.

  • A track-record of successful people management:  performance assessment, motivational tools, coaching capabilities to establish accountability and metrics to meet timelines and objectives; and the ability to communicate and hold people accountable for meeting those objectives.

  • Proven track record of sales management, including accurate sales forecast, sales process management, successful reach of quota in a complex sales environment across multiple product lines over multiple years.

  • Ability to articulate value propositions to C-level executives

  • Demonstrated experience with diverse sales channels - direct, indirect, and diverse sales processes - product and software solution sales in large matrix organizations.

  • Prior product marketing and proposal management experience with complex system solutions.  

  • Demonstrated financial acumen with P&L’s for the operations and project accounting/controlling. 

  • Demonstrated negotiation and conflict management skills.

  • Leadership and motivational skills are critical.  The ability to command respect and stimulate extraordinary behavior from a highly experienced team is required. 

  • An interpersonal style which will allow him/her to be demanding when setting objectives and securing results while working effectively in a team based environment.

  • A personal sense of accountability and the ability to work through others is required. 

  • Possesses persuasive presentation and effective communication skills - both verbal and written - across cultures is required.

  • Willingness and ability to travel 45% of the time, both domestic and international.

     

#LI-BJ1
 


 

Equal Employment Opportunity Statement
Siemens is an Equal Opportunity and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, color, creed, religion, national origin, citizenship status, ancestry, sex, age, physical or mental disability, marital status, family responsibilities, pregnancy, genetic information, sexual orientation, gender expression, gender identity, transgender, sex stereotyping, protected veteran or military status, and other categories protected by federal, state or local law.

EEO is the Law
Applicants and employees are protected under Federal law from discrimination. To learn more, Click here.

Pay Transparency Non-Discrimination Provision
Siemens follows Executive Order 11246, including the Pay Transparency Nondiscrimination Provision. To learn more, Click here.

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