iemens Americas Channel Organization is aggressively recruiting top
performing sales talent to enhance their Channel Management Team. We
are aggressively growing our Channel Solution Partners business in
North America. In addition to excellent benefits, team members will
enjoy: competitive compensation, sales incentives, sales automation
tools, effective sales and technology training, acclimation courses,
the benefits of working for the established market leader. Also, to
ensure success, a network of tenured sales professionals provides
support to fellow team members. This position is accountable for all aspects of the business
relationship with Siemens PLM Channel partners at the portfolio and
geography level with core responsibilities including:
1. Business planning and execution
2. Total coverage management (i.e., Portfolio/Geographic and product
3. Partner enablement and training (i.e., of Sales, Technical, and
4. Partner marketing oversight and Partner execution of demand
5. Indirect revenue management and co-selling This position must develop a strategy and execution plan, along with
individual Partner business plans, that will optimize their portfolio
or geography, optimize Partner sales capacity, and drive sales
productivity resulting in the defined market coverage, the defined
revenue growth goals, and the defined product goals through Siemens PLM
Channel Partners. Accomplishing this requires a strong focus on SPLM
Partner’s business and how our Partners are able to growth their
businesses via the sales of SPLM products and services. Channel Sales Reps and Channel Sales Managers must clearly add value to
each Channel Partner within their portfolio or geography and work
closely with the Zone Channel Organization and Global Channel
Organization to drive market coverage, revenue growth, and product
adoption. This role requires a significant focus on Business Planning
and Execution along with Indirect Revenue Management and Co-Selling,
while leveraging other assets for Total Coverage Management, Partner
Enablement and Training, and Partner Marketing and Demand Generation.
This position impacts the other P&Ls and local sales teams and is
critical to the success of the Zones and local geographies. In summary,
the objective of the role to drive indirect revenue with the correct
portfolio of Partners who will enable Siemens PLM to meet its market
coverage goals, revenue goals, and product goals. Key Focus Areas and Activities:
Key activities in this role may change from time to time based on
management priorities and the individual role assigned within a
specific organization. Overall Channel Partner Management roles and
responsibilities may include:
1) Business Planning and Execution: Segment Partner base to determine
the correct level of business planning and execution focus to optimize
resources. This process may include Business Planning and facilitation,
key elements for plan execution, resource allocation, and monthly or
quarterly reviews. Requires detailed understanding of partner
economics and Partner business modeling. Must have the ability to
assess and advise on the impact on a Partner’s business model given
their cost, revenue strategies, and overall ability to sell, support,
deploy and/or influence Siemens PLM products and solutions. Strong
focus on business acumen coaching to Partner base.
2) Total Coverage Management: Create and execute a portfolio or
geographic business plan with cross functional groups to optimize
channel Partner coverage and expand indirect sales capacity. This
process may include portfolio/geography coverage assessment, score
carding of existing and potential Partners, existing Partner expansion
capability, new Partner recruiting, purging of nonproductive Partners,
and onboarding of new personnel at existing Partners or new Partner
3) Partner Enablement and Training: Create and provide oversight of the
enablement and training plan for Partner base with cross functional
groups to optimize impact and use of resources and drive Partner sales
productivity. May include a focus on Partner sales, technical, and
marketing personnel. Key elements include enablement planning, sales
training, and technical training, in sales process enablement and
training, and marketing training/development. Key focus on optimizing
SPLM resources for impact at the Partner.
4) Partner Marketing and Demand Generation: Focused on generating and
maintaining a 3X pipeline with the Partner base, create and provide
oversight of Partner Marketing and Demand Generation or Customer
Acquisition programs with cross functional groups. May include a focus
on marketing, demand generation, or customer acquisition planning, MDF
management to maximize impact, and engagement with field and global
Partner marketing personnel. Key focus is on the plan and execution of
the plan to generate and maintain 3X s ales pipeline.
5) Indirect Revenue Management andCoSelling: Activities include
forecast accuracy, maintaining a 3X pipeline, A/R management, deal
registration, lead distribution, reporting and a sharp focus on driving
incremental license revenue, delivering stable maintenance revenue, and
an appropriate A/R balance. Focus on co-selling and enablement and
training to advance Partner productivity in the sales cycle.
Involvement in larger deals and ensuring appropriate resources are
provided in support of Partners in good standing in the sales cycle.
Strong focus on co selling or coaching in the sales cycle and managing
any direct interaction with the Partners. In addition to the above, other areas of focus and activities may
• Expected to establish and maintain strong business relationships with
the President, VP of Sales, Sales Management, Marketing Management,
Technical and Operations Management, and the Inside/Outside sales teams
of their assigned Channel Partners.
• Support increasing Partner sales productivity by leveraging all other
channel efforts, field marketing, product launches and product
promotions, as well as training, certifications, and specializations.
• Drive partner to leverage Channel Program including productivity
tools, on-line services, training, MDF funds, deal registration, lead
• Must demonstrate an ability to excel within a cross-functional team
• Responsible for upholding Siemens integrity/best interests. Siemens PLM Channel Sales Reps and must demonstrate strong experience
in channel management and/or channel sales along with deep knowledge of
solution provider and reseller channel business planning and execution.
This role must have a strong financial background and the ability to
Work comfortably with executives in Partner organizations and Siemens
PLM sales and executive management. A working knowledge of sales processes and Siemens PLM technology is
essential, as is the ability to build business plans and manage key
relationships. This role acts as the business planning advisor to the
principals of our channel Partners. This role involves interaction with
key internal and external decision influencers and provides a great
opportunity for career advancement in sales as well as other
organizations across Siemens. Minimum Skills Required Include: 1) A Bachelor's degree is required.
2) Strategic planning experience, proactive business skills, financial
management skills, and strong collaborative skills are required.
Minimum of 5 years capital sales experience, software, CAE, PLM preferred. Experience selling to SMB business and/or channel/VAR experience is also a plus.
3) Excellent oral/written communication & listening skills necessary to
present information, analysis & recommendations to all levels of
employees, including executive management.
4) Extensive knowledge of Channel Sales and the third party reseller
business model is essential.
5) In addition a Channel Partner Manager should possess: account
selling and management skills; Multiple years of Project Management
experience; Business Development Skills; Experience Selling at the
Executive level; Superior Organizational Skills; Ability to multitask
and manage multiple projects and campaigns; Business Planning acumen;
Experience in dealing with Cross Functional Teams; Previous Negotiation
Experience and skills; Previous Presentation and Communication Skills;
Experience and Knowledge of Contracts.