Head of D&SW - India

Key Relationships: Region Business Stakeholders, Portfolio team, Region Business Product Owners, Internal & External Partners, Prospects/Customers

Critical Dimensions: Head of Digital & Software Business has a wide responsibility on Digital Business development, sales activities, and customer success and drives innovation through proper customer engagement and ensures the provision of appropriate portfolio to secure new opportunities. The role governs, supports, and represents the sales activities of the business line to achieve best results for both digital offerings (i.e. SaaS) and enablement of additional regional digital revenue.

The role is responsible to drive and build-up of digital sales competencies and to ensure adherence of the company strategy with local management. The role is the thought leader of the organization in term of Digital Value Proposition, actively engage and influence the market (Planners, Consultants, High end customers) according to the company strategy and offerings. The role will be measured on the sales of Digital Portfolio/SaaS volume and Digital Revenue.

The role leverages existing country resources as much as possible and support from the regional Digital Business organization. The Head of Digital & Software Business will employ a consultative selling approach to address customer perspectives, industry trends, competitive analysis, and technology disruptions to create holistic country digitalization business and taking in consideration our digital buildings solutions.

The Head of Digital & Software Business will also help customers understand how they can best apply digital transformation to achieve their business objectives. The role will have an annual business target and will report to the Lead Country Sales Head of SI Buildings Business Unit.

Main Purpose: Develop the market for Siemens digital offerings by identifying customers through all Building Market channels and grow the digital revenue of each channel. Lead digital sales and business development activity to build the pipeline working jointly with the sales community in the country. Act as the single point of contact for all digital solution sales activity for the sales team in the LCB and advocate digital selling/

Responsibilities:

• Develop, drive and execute a comprehensive business and go-to-market strategy to identify and target the customers that can best benefit from our cloud offerings and digital offerings
• Design and drive new sales strategies in cloud-based and SaaS technology solutions (targets) build KPI's lead AOP, ARR, MRR, tooling and platform reviews and establish sales success dashboarding including key productivity, financial and product adoption metrics.
• Drive Siemens Smart Infrastructure Enterprise Software sales, by helping to develop offerings and devise innovative growth strategies for the software business line
• Build, empower and develop team of sales professionals an LCB
• Inspire and influence customers via customized solutioning to become a trusted partner in innovation.
• Drive the creation of a customer targeting plan and robust sales pipeline that efficiently identifies, qualifies, and converts leads to orders.
• Engage in efforts to drive innovative solutions and creative marketing strategies to drive customer engagements/acquisition.
• Develop and drive a customer targeting plan to provide a solid funnel for sales team.
• Lead and grow SaaS and/or technology Sales organization.
• Executing sophisticated software negotiations.
• Deliver a world class customer experience through a strong workflow from sales to customer success.
• Develop an effective digital partnership strategy.
• Ensure all channels are effectively supported and pushing digital through their respective channels.

Essential Experience/Knowledge:

• Minimum 15+ years of relevant sales and business development experience in the smart building and smart cities domain required.

• Strong communication and presentation skills with experienced in large global matrix organizations and know how to collaborate effectively across diverse teams, cultures, and time zones.
• Keen interest in emerging technologies to support and improve consumer experience for offerings around Software and other digital offerings.

• Successful track record in sales/business development, client management and project management in a technology environment
• Proven track record of exceeding sales targets and business goals for digital solutions into the smart building domain
• Significant exposure to the, IoT, digital, software industry and strong affinity for the use of digital technologies to transform business models and provide new value producing opportunities.
• Excellent influencing and networking skills, paired with stakeholder management experience in a multilayered global environment.
• Strong experience in strategy consulting, preferably in the Digital practice of an international consultancy firm
• Strong IT, Software, Cloud, IoT platform experience
• Have a strong acumen to fit portfolio to customer problems across multiple channels to market.
• Keen interest in emerging technologies to support and improve consumer experience at interview and application.
• Ability to build positive relationships across diverse groups, translating technical concepts for business audiences, and business concepts for technical audiences.
• Iterative digital product management techniques including e.g. analytics and optimization.

Added Advantage:

• Experience in Healthcare, Airport, Commercial Real Estate, & Higher Education environment
• Strong Cybersecurity experience and able to communicate effectively with different stakeholders
• Experience in Smart building technologies will be added advantage
• Vertical exposure in Healthcare, Airport, Commercial Real Estate, Higher Education and Public Sector will be added advantage

Qualifications

• A minimum of 15 years of proven experience.
• Proven experience in developing a digital IoT strategy and driving software Sales.
• Successful track record achieving or exceeding annual quota SaaS and/or enterprise software solutions attainment and subscription Metrics.
• Executive level leadership, data analytics, communication and influencing skills with the ability and personal style to inspire confidence and work successfully with multifaceted audiences (customers, marketing, business leaders, consultants, etc.).
• Strong business and financial acumen, with a history of leading a P&L.
• Ability to travel 40%.