Business Unit: Regional Solutions & Services Americas
Requisition Number: 243187
Primary Location: United States-Illinois-Mount Prospect
Assignment Category: Full-time regular
Experience Level: Senior level
Education Required Level: High School Diploma / (GED)
Travel Required: 10%
Account Executive – Chicago/Minneapolis
The position of Account Executive for Building Performance and Sustainability will be part of the Smart Infrastructure of Siemens which will identify client needs and develop sales strategies to meet objectives and develop solutions to help clients improve and operate their facilities. This role will manage and grow the business in the Midwest Zone providing energy, efficiency and optimization for our market segments with a focus on Distributed Energy Systems (e.g. Solar, Combined Heat & Power, Energy Storage, Microgrids, etc). The Account Executive will be responsible for delivering leading edge integrated solutions, offering energy as a service, including consultation, solution design, implementation, O&M, optimization and financing.
Under limited supervision manages and grows the Midwest Zone in the Distributed Energy Systems market
Follow industry trends, regulatory/incentive developments, competitor activities, power & gas pricing and structured financing transactions in the assigned region.
Develops an overall go-to-market approach for the assigned region by cultivating industry trends, voice-of-the-customer and other market-based intelligence.
Early identification and qualification of sales leads with cross-divisional sales teams (develop sales funnel).
Maintain Executive, C-level relationships and proficiency in complex value-selling solutions and services at this corporate level.
Co-manage customer communication and opportunity management with Field sales.
Develops and implements account plans to take advantage of all sales opportunities for assigned customers.
Team-sells with other salespeople as appropriate.
Manages the most sophisticated deals independently within established guidelines.
Consultatively assists targeted clients in understanding long-term financial business goals, uncovering challenges and defining long-term self-funding solutions.
Thoroughly understands the wide-ranging challenges faced by the target markets, with strong ideas and an approach for helping address and overcome these by developing comprehensive, mutually-beneficial partnerships.
Work closely with solutions sales team and network of internal and external product or service line providers to design integrated energy solutions, and develop compelling business and technical presentations
Effectively completes needs assessment, financial justification, and related proposals and presentations. Obtains letters of intent and coordinates financing options if needed.
Works with operations, finance, legal and other inside and outside resources as needed to obtain client commitment.
Follows through on sold projects to ensure satisfactory completion.
Ensures smooth sales-to-operations turnover.
Assists in resolving collections and other customer satisfaction issues as needed.
Prepares accurate and thorough sales activity reports, forecast reports, and expense tracking.
Participates in civic and professional organizations, workshops and seminars.
Keeps current on market and business trends.
Understands and explains the correlation between market drives, 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.
Skills and knowledge within a combination of integrated solutions, energy services and renewable energy technologies including building automation, lighting, HVAC, biomass, geothermal, solar, wind and energy storage
A strong understanding of debt financing and capital markets, including funding for decentralized energy, ESCO’s, O&M and concession-based infrastructure projects
Develops and maintains subject matter expertise in CHP, Distributed Generation, biofuels and renewables.
Five to ten years of executive consultative selling experience providing complex solutions in energy services, capital equipment 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.
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 or Finance 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.
Track record of new business development.
Experience with energy/utility industry and rates a plus.
Experience with Project and Energy Finance is a plus.
Strong understanding of customer business & drivers.
Excellent leadership, verbal and written communication skills.