Business Unit: Regional Solutions & Services Americas
Requisition Number: 243176
Primary Location: United States-Texas-Houston
Assignment Category: Full-time regular
Experience Level: Senior level
Education Required Level: Bachelor's Degree
Travel Required: 30%
Are you passionate about solving some of the world's most pressing challenges and making buildings smarter, more efficient, and more productive? Are you interested in developing your career path within a global technology powerhouse which empowers employee creativity to change, challenge, and influence our business and customer relationships? Would you like to help us grow our Automation Service business in the Los Angeles area?
This is the career for you!
The position of Account Executive for Building Performance and Sustainability (BPS) will be part of the Smart Infrastructure Regional Solutions and Services of Siemens Americas. This role will manage and grow the BPS business in the Southwest Zone while focusing on the Commercial and Industrial (C&I) or Municipal, University, School and Hospital (MUSH) market segments. The Account Executive will identify market needs and develop sales strategies to address customer objectives and develop solutions to help clients improve their facilities, operations and profitability.
This position will report directly to the Southwest Zone BPS General Manager. The Southwest Zone generally covers the following states – TX & OK (collectively the “East”) and NM, CO, MT, AZ, UT, NV & ID (Collectively the “West”) The SW Zone BPS group is a virtual/overlay “branch” which works across multiple divisions and physical branches with the goal to position Siemens as the preferred solutions provider for value based Building Retrofit, Performance Contracting and Distributed Energy Systems (DES) projects. This person will be an Individual Contributor with no direct reports; however, the position requires leadership and collaboration will all levels of management and the BPS team on assigned projects.
- No cap commission structure will allow you to grow your accounts as much as you want…the sky’s the limit!
- Leverage of the Siemens Building Technologies Service & Product portfolios in expanding your customer base.
- Excellent Benefits package including, medical/dental/vision/life, matching dollar-for-dollar 401K up to 6%, generous Paid Time Off, and company vehicle with gas card, all of which start from Day One of employment.
- Quick ramp-up time with Siemens new Ready To Sell Development Program: A structured sales development program that provides new sales hires with a one-year plan for learning about the products, processes, and people that will help them achieve their performance targets in the least amount of time.
Under limited supervision, the ideal candidate will
Manages and grows the Southwest Zone BPS business in the target market through
Maintaining Executive, C-level relationships and proficiency in value-selling solutions and services at this corporate level.
Providing early identification and qualification of sales leads with cross-divisional sales teams (develop sales funnel).
Developing and implementing plans to take advantage of all sales opportunities for target customers.
Managing the most sophisticated deals independently within established guidelines.
Consultatively assisting targeted clients in understanding financial business goals, uncovering challenges and defining long-term infrastructure solutions whether self-funding or business outcome oriented.
Thoroughly understanding the wide-ranging challenges faced by the target market/clients, with a strategic approach to help address and overcome these by developing mutually-beneficial partnerships.
Obtaining letters of intent, coordinating financing options and negotiating contracts, as needed.
Developing and deploying market/account strategies.
Works well with internal and external teams
Works with operations, finance, legal and other inside and outside resources as needed to obtain client commitment.
Ensures smooth sales-to-operations turnover.
Assists in resolving collections and other customer satisfaction issues as needed.
Co-manages customer communication and opportunity development with Field sales, as applicable.
Team-sells with other salespeople when appropriate and mutually beneficial.
Follows through on sold projects to ensure expected customer outcomes.
Is recognized as a market expert
Participates in civic and professional organizations, workshops and seminars.
Keeps current on market and business trends.
Understands and explains the correlation between market drivers, business objectives, and operational issues as they relate to value propositions--applying this knowledge as a strategic sales coach to create account strategies.
Continues to acquire deeper selling, technical, and financial skills.
Maintain, report and lead the internal sales process by
Effectively completing needs assessments, financial justifications, and related proposals and presentations.
Preparing accurate and thorough sales activity reports, forecast reports, and expense tracking.
Required Knowledge/Skills, Education, and Experience
Five or more years of executive consultative selling experience providing complex solutions to C&I/MUSH clients, or financial transactions that underwrite construction (e.g. underwriting bonds) or other complex solution sales to executive decision-makers in the geography in which this role will sell.
Demonstrated involvement in any of the following are considered a plus
Expertise in the energy industry, specifically Distributed Energy sector
Experience with Project and Energy Finance
Relationship or history with local industrial clients
Familiarity with energy-related financing programs
Familiarity with local utility regulations
Engineering and/or EPC-developer experience
Position will have annual sales targets with senior-level responsibility for meeting business objectives.
Bachelor’s degree in engineering, business or other field relevant to our business. Masters in Business Administration a plus.
Requires related technical and financial expertise with an aptitude to learn and competently use contractual and financial concepts.
Ability to plan, navigate and negotiate a complex sales process.
Strong understanding of customer business & drivers.
Excellent leadership, verbal and written communication skills.
Individual must possess a valid Driver's license in good standing.
Individual must be at least 21 years of age in order to participate in the required Siemens vehicle plan.
As part of our recruiting process, if you are selected to move forward, our Talent Acquisition Recruiter will be reaching out to you to complete a digital interview. Our OnDemand Digital Interview will allow you to showcase your sales skills beyond your resume at your convenience!