Technical Account Manager - Strategic Account in Calcutta, भारत

Technical Account Manager

Responsibilities:

• Drive pre-sales initiatives to secure impactful deals by identifying opportunities, crafting compelling technology roadmaps, and supporting sales teams to achieve their business targets
• As an account technical solution leader engaging with specified key account(s) to generate, lead and execute upon consultative sales engagements with key technical and business leaders at the customer
• Influence specifications, secure approved vendor status, and establish Siemens solutions as the preferred choice with EPCs / OEMs / End users / Consultants
• Build trusted advisor status by communicating knowledgably with the customer around business challenges, industry trends, competitor landscapes and wider interfaces, through the delivery of thought leadership, and speaking with authority, articulating adoption of appropriate Integrated Automation & Digitalization solution to deliver competitive advantages
• Engage at early stage of a Project, understand the nature of the opportunities and associated deliverables, accordingly, develop strategies to stitch & pitch the portfolio elements like Instrumentation, Automation & Drives, Digitalization & AI along with overall system architecture
• Crafting, co-creating & convincing digital transformation roadmap for customers with value propositions and real use cases
• Build and maintain trusted relationships up to CxO-level / key business stakeholders — as the account's strategic technical advisor
• Understand the complete scope of the project and position the possible portfolio elements by engaging with multiple stakeholders and stitch the data-fabric across systems to provide unified view of the operations to EPC / End-users / Consultant as a differentiator.
• Support to drive profitable sales growth and expand market share of SIEMENS across assigned key account(s)
• Build an integrated approach where technical expertise, business understanding, and commercial strategy reinforce each other. Because the most ambitious projects require the commitment of many stakeholders, the TAM plays an essential role in coordination, alignment, and transforming opportunities into concrete successes
• Fully understand the portfolio (Instrumentation, VFDs, Automation, Digitalization & AI and Cybersecurity) and effectively use available opportunities to articulate Siemens’ value-added propositions and create sustainable business growth
• Lead technical discussions, solution workshops, customer presentations, Demo and proof-of-concept discussions. Organize product training for customers.
• Building and expanding trusted relationships with respective Sales team, technical experts, Channel Partners, EPCs/OEMs, Consultants and End-users
• Capability to prepare the technical proposal along with system architecture and convince the customer with most optimized BoM to actively negotiate in coordination with Sales Account Manager and key stakeholders
• Collaboration with channel partners to co-create value propositions that accelerate deal cycles and expand wallet share
• Align with respective Sales team for the forecast & opportunity pipeline for assigned key account(s); further to find opportunities to widen the portfolio footprint and actively support to close the opportunities & achieve the assigned targets
• Collaborate with sales teams to qualify leads, conduct discovery workshops, and uncover customer pain points, process optimization, and achieve a healthy lead-to-opportunity conversion rate
• Analyzing markets, customer needs, technology trends and competing portfolios to identify strategic opportunities, value creation, support to do pilot project and scale

Qualifications / Background:

• Degree in Engineering (Electronics / Electrical / Instrumentation & Control / Information Technology); A master's degree or specialization is advantageous
• 10+ years of practical experience in Industrial Automation; Proven track records of 6+ years of experience in Technical Sales / Pre-sales, supported as Solution Consultant for Industrial Automation systems
• Having experience of crafting, co-creating & convincing the digital transformation roadmap to customers with value propositions and real use cases
• Expertise and deep understanding of Minerals, Material Handling and Metals industries; and experience of handling large EPCs/OEMs/Consultants/End-users
• Strong technical knowledge about Instrumentation, VFDs, PLC, SCADA, DCS System and Industrial Communication
• Good understanding of IT/OT integration, Digitalization, IIoT, Industrial AI and Cybersecurity
• Commercial awareness with experience of developing suitable solution concepts, system architecture, technical proposals and value propositions in collaboration with relevant teams
• Strong analytical and systemic problem-solving skills with a clear passion for addressing business needs & add new dimensions to the strategy
• A winning combination of engineering experience and strong interpersonal skills: you communicate clearly, listen carefully, present convincingly, and influence stakeholders at every level up to C-suite executives.
• The ability to collaborate across functions, manage several bids or opportunities simultaneously
• This role requires travelling to customer locations across India for meetings & account development activities