SaaS Sales Manager- Supplyframe

3 weeks ago

Suzhou, China Green Matrix (Suzhou) Network Technology Co., Ltd. Full time

What You’ll Be Doing:

Supplyframe, recently acquired by Siemens, is looking for a SalesDirector who will be responsible for managing and growing strategicpartnerships with our key clients, partner (Siemens DI SW) focusing onmaximizing the value clients receive from our Supplyframe solutions. 

This role requires a deep understanding of theSaaS model, Supplyframe solutions, and industry-specific knowledge (Procurement& Supply Chain) to drive customer success and achieve sales targets.

Value Selling:

Develop and execute strategic account plans to achieve and exceed quota responsibility. Identify and pursue new business opportunities within assigned accounts/territories and/or verticals. Establish and maintain strong relationships with key decision-makers within the customer organization. Understand customer needs and requirements, and align them with Supplyframe solutions. Collaborate with cross-functional teams (Siemens GSCS) to ensure customer satisfaction and resolve any issues promptly. Monitor account health and identify areas for growth and improvement. Provide insights and feedback to the product team to enhance the product offering.

Market & IndustryKnowledge:

·Supply Chain and Procurement: Understanding of supply chainprocesses, procurement strategies, and market dynamics.

·Electronics Manufacturing: Knowledge of electronics manufacturingindustry trends, challenges, and opportunities.

·SaaS Solutions: Deep understanding of SaaS business models andSupplyframe solutions.

·Competitor Awareness: Awareness of competing solutions and abilityto articulate Supplyframe’s unique value proposition.

·Leverages Siemens DI SW capabilities and effectively engagesresources across the organization to bring strategic value to the customer.

Relationship Management:

Network Utilization and Trust Building:

Leverages extensive industry and internal networks (within SiemensGSCS) to establish relationships as a trusted advisor with clients, focusing onaligning Supplyframe SaaS solutions to address client needs and challenges.

Executive Relationship Management:

Cultivates and maintains superior relationships with senior-levelexecutives, positioning Supplyframe as a strategic partner and influencinglong-term, mutually beneficial relationships.

Organizational Navigation and Political Strategy:

Analyzes the client’s organizational structure and power dynamics,developing and implementing effective strategies to secure and enhanceSupplyframe standing within the client organization, ensuring alignment withclient objectives and goals.

Strategic Company-to-Company Relationship Development:

Leads the development of strategic relationships betweencompanies, fostering an environment of competitive immunity and deepeningaccount penetration by demonstrating the unique value and benefits ofSupplyframe SaaS solutions.

Business Methods:

Customer Insight and Solution Mapping:

Deeplyunderstands customer needs and identifies emerging business trends andimplications within the context of Supplyframe SaaS solutions, proposingtailored solutions that deliver maximum value and address specific clientchallenges.

Strategic Account Planning and Sales Pipeline Management:

Developscomprehensive account plans and maintains a robust sales pipeline forSupplyframe SaaS solutions to achieve and exceed sales targets and quotas,ensuring sustained business growth.

Complex Negotiation Management:

Leadscomplex negotiations with prospects, focusing on creating mutually beneficialcontracts and ensuring the unique value proposition of Supplyframe SaaSsolutions is clearly articulated and understood.

Team Assembly and Utilization:

Identifiesand leverages the unique abilities of individuals, assembling effective teamsto achieve objectives and ensure the successful implementation and adoption ofSupplyframe SaaS solutions.

Innovative Deal Structuring:

Craftscreative and competitive deal structures using a variety of tools, developingwin/win offerings that highlight the distinctive benefits and features ofSupplyframe SaaS solutions.

Forecast Accuracy and Portfolio Management:

Establishesand maintains accurate sales forecasts (HubSpot/SFDC) for the accountportfolio, ensuring optimal resource allocation and strategic planning inpromoting Supplyframe SaaS solution

General:

Achieve Utilization Targets:

Meet and exceed agreed-upon targets

Maintain Professional Integrity:

Uphold the highest standards of professional integrity whilerepresenting Siemens Supplyframe, ensuring all interactions reflect positivelyon the company and build trust with clients and partners.

Compliance Adherence:

Strictly adhere to and enforce Siemens Supplyframe complianceguidelines at all times, ensuring all activities are conducted ethically and inaccordance with company policies and applicable laws.

Health and Safety Commitment:

Comply with all Siemens Supplyframe Health and Safety policies,fostering a safe and secure working environment for all employees andstakeholders.

Process Adherence and Promotion:

Adhere to and promote all core internal and customer processesrelating to the effective undertaking of the role, contributing to streamlinedoperations and enhanced customer experiences.

Effective Communication:

Ensure adherence to all established communication channels withinthe business, facilitating clear and concise information exchange between allrelevant parties.

Team Collaboration:

Actively participate in team meetings, providing valuable inputand collaborating with peers to drive continuous improvement and achieve commongoals.

Administrative Excellence:

Perform all necessary business administration tasks in line withjob activity, maintaining records and ensuring all documentation is completeand accurate.

Additional Duties:

Undertake any other reasonable duties as required by the company,demonstrating flexibility and commitment to achieving organizational objectives.

Who/What We Are LookingFor:

·Proven track record of enterprise software salessuccess, demonstrated by meeting/exceeding assigned revenue quotas.

·Experience selling supply chain, sourcing,procurement and or electronic design automation solutions.

·Strategic Thinking - systematically solveproblems and hypothesize possible customer pain points, expectations, andimplicit needs.

·Communication - tailor communication to thecustomer’s needs with authority; effectively deliver presentations with strongverbal and written communication skills.

·Interpersonal Influence - use rational andemotional drivers that appeal to customers to comfortably drive to desiredoutcomes.

·Ownership - initiative and drive to achieveresults; independent and self-directed.

#LI-FRAME

#LI-EDA

#LI-NS1

#LI-REMOTE

#SWSaaS

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