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Account Technology Manager – Territory Accounts
2 months ago
Job Family: Sales
Req ID: 415733
Siemens EDA is a global technology leader in Electronic Design Automation software. Our software tools enable companies around the world to develop new and highly innovative electronic products faster and more cost-effectively. Our customers use our tools to push the boundaries of technology and physics to deliver better products in the increasingly complex world of chip, board, and system design.
The Story
This is a unique opportunity to be part of a strategic growth area for Siemens EDA in the sales deployment of a successful technology – Aprisa Place and Route – recently acquired by Siemens. This is a product poised for hypergrowth and you can be part of a rapidly growing and enthusiastic team of technical sales professionals.
The Job
Our Technology Solutions Sales organization (TSS) hires dynamic sales professionals as Account Technology Managers (ATMs). An ATM is the primary link between the sales organization and our customers. It is both a deeply technical role and one that requires entrepreneurial thinking, a strategic understanding of the market, and a flexible approach to tactical sales execution. You will also need to remain highly organized in a rapidly changing environment, juggle multiple considerations in quick decision-making and prioritization situations, and manage professional relationships inside and outside the organization.
Successful Aprisa ATMs work with customers and potential customers to identify technology or operational challenges in their existing physical design flows, then use developing relationships and deep knowledge to lead the Siemens team to a successful evaluation, sale, and deployment of Aprisa to solve the customers' problems.
Responsibilities include, but are not limited to the following:
- Develop the overall product strategy along with the field technical management to achieve business targets and strategic objectives, including the construction of a top-down and bottom-up plan account by account within a territory
- Build strong customer relationships and align with account team on business opportunities; serve as the key field resource to gather and communicate competitive threats and opportunities
- Build engagement tracking mechanism to ensure ability to summarize data and communicate progress vs. plan across multiple accounts effectively
- Define, track, and report the priorities for all engagements at every stage and communicate closely with technical management helping to prioritize engagements and short vs. long-term objectives
- Define and manage product-specific technical account engagement plans and campaigns necessary to drive results; this includes leading regular meetings with customer management to support successful campaigns
- Define and manage all of elements of any technical campaign - decision process, success criteria, committed usage upon success, run rate impact, applications engineer resources needed – all towards solving customers problem
Who You Are
- You're enthralled with technology but entrepreneurial-minded. You love understanding why people value (or don't) certain technologies. You especially enjoy changing their minds.
- The experience of uncovering information about what someone needs or believes they need is fun and intriguing. You revel in aligning those expectations with what your company can deliver and becoming their trusted advisor and go-to expert.
- You find managing campaigns to closure rewarding, not just in the final stages, but throughout. Ensuring that technical sales campaigns are well-designed, on-track, and ultimately successful is a complex task involving communication, strategy, and administration: this all appeals.
- You enjoy talking to people. You can guide your colleagues to success by framing problems effectively and collaborating to reach solutions. You lead with empathy. These skills translate among customers and co-workers equally.
- You face each challenge methodically and optimistically to maximize success and you manage risks appropriately. In the end, you believe firmly in results.
What You've Done
- You have a BSc. in Electrical or Computer Engineering. If you have a Master's, you have an advantage in applying.
- You have five or more years of experience in EDA or the IC design space.
- You have previously worked in customer-facing roles, ideally as an AE or another technical sales role. You can tell stories about successfully developing customer relationships or managing difficult gaps in expectations.
- You have hands-on expertise in RTL to tape-out digital implementation, including synthesis, place-and-route, PPA closure, and related sign-off verification. This comes with an in-depth knowledge of FinFET-related PPA and time-to-results challenges as well as an understanding of the digital implementation tool market, industry operation, and competitive offerings.
Siemens Fremont
This position is based in Fremont, California. Like most sales positions, this one requires travel. Most travel will be in the Bay Area, but some elsewhere. You can expect to spend about a quarter of your time away from the office. Siemens has a hybrid home/office policy, and you are encouraged to spend at least two days a week available to your colleagues in our lovely Fremont campus, which is also available for hosting customers. The site includes a cafeteria and numerous amenities, including training and conference rooms.
While this job has flexible hours to accommodate family and personal commitments, it's fundamentally customer-focused and you'll need to be available to address concerns and opportunities daily. While you have territorial responsibilities, you are part of a team and can work with them to help manage your workload and availability.
Why us?
Working at Siemens Software means flexibility - Choosing between working at home and the office at other times is the norm here. We offer great benefits and rewards, as you'd expect from a world leader in industrial software.
A collection of over 377,000 minds building the future, one day at a time in over 200 countries. We're dedicated to equality, and we welcome applications that reflect the diversity of the communities we work in. All employment decisions at Siemens are based on qualifications, merit, and business need. Bring your curiosity and creativity and help us shape tomorrow
Siemens Software.Transform the Everyday
The total cash compensation range for this position is $135,700 to $271,400 with 30% of this being comprised of an annual incentive target. The actual compensation offered is based on the successful candidate's work location as well as additional factors, including job-related skills, experience, and relevant education/training. Siemens offers a variety of health and wellness benefits to employees. Details regarding our benefits can be found here: In addition, this position is eligible for time off in accordance with Company policies, including paid sick leave paid parental leave, PTO (for non-exempt employees) or non-accrued flexible vacation (for exempt employees).
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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 unrelated to ability, marital status, family responsibilities, pregnancy, genetic information, sexual orientation, gender expression, gender identity, transgender, sex stereotyping, order of protection status, protected veteran or military status, or an unfavorable discharge from military service, and other categories protected by federal, state or local law.
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Applicants and employees are protected under Federal law from discrimination. To learn more, Click here ) .
Pay Transparency Non-Discrimination Provision
Siemens follows Executive Order 11246, including the Pay Transparency Nondiscrimination Provision. To learn more, Click here ) .
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