Siemens Channel Manager - West Coast PLM Software in United States

Channel Manager - West Coast PLM Software

Multiple Locations:California, United States; Nevada, United States; Arizona, United States; Oregon, United States; Washington, United States

Job Family: Sales


English (US)

Job Description

Division: Digital Factory

Business Unit: Product Lifecycle Management-PLM

Requisition Number: 218084

Primary Location: United States-California-

Other Locations: United States-Washington-, United States-Oregon-, United States-Arizona-, United States-Nevada-

Assignment Category: Full-time regular

Experience Level: Senior level

Education Required Level: Bachelor's Degree

Travel Required: 50%

Division Description:

Siemens is a global technology powerhouse that has stood for engineering excellence, innovation, quality, reliability and internationality for more than 165 years. As a global technology company, Siemens is rigorously leveraging the advantages that this setup provides. To tap business opportunities in both new and established markets, the Company is organized in nine Divisions: Power and Gas, Wind Power and Renewables, Energy Management, Building Technologies, Mobility, Digital Factory, Process Industries and Drives, Healthineers and Financial Services.

The Siemens Digital Factory Division offers a comprehensive portfolio of seamlessly integrated hardware, software and technology-based services in order to support manufacturing companies worldwide in enhancing the flexibility and efficiency of their manufacturing processes and reducing the time to market of their products.

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Job Description:

** Must currently reside in CA, OR, WA, NV or AZ, CO, NM

Siemens 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

Marketing personnel)

4. Partner marketing oversight and Partner execution of demand

generation activities

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

conversion, etc.

• 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 required (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.

Equal Employment Opportunity Statement

Siemens is an Equal Opportunity and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, color, creed, religion, national origin, citizenship status, ancestry, sex, age, physical or mental disability, marital status, family responsibilities, pregnancy, genetic information, sexual orientation, gender expression, gender identity, transgender, sex stereotyping, protected veteran or military status, and other categories protected by federal, state or local law.

EEO is the Law

Applicants and employees are protected under Federal law from discrimination. To learn more, Click here at .

Pay Transparency Non-Discrimination Provision

Siemens follows Executive Order 11246, including the Pay Transparency Nondiscrimination Provision. To learn more, Click here at .