As part of the EMEA HQ Services team, oversee the definition of the Services strategy for multiple accounts or a single Enterprise account, facilitate and support the successful generation of revenue against financial goals derived through the Services delivery business across account portfolio.

Build business relationships with the Siemens account team, Siemens delivery teams, and Customer stakeholders aligned to SPL Country and Zone objectives. Contribute and support business planning to accomplish the goals of Services.  Develop financially quantified Services proposals with the highest complexity for Customers and align with their business needs.

Expand and grow Services revenue in alignment with SPL Country-level objectives.  Provides direction in Services coverage and capacity resource planning and alignment with the Services delivery teams and Customers, for large, multi-project teams.

Works under self-management on Services opportunities of high complexity and strategic scope. 

Provides guidance and mentoring within and across Zone boundaries to Engagement Architects and Managers.

Account Planning and Support

• Oversee the definition of the Professional Services components of the Account Strategy
• Provide input to the Siemens product roadmaps as needed to support the account portfolio
• Develop and deliver industry content at regional groups and conferences in alignment with account portfolio
• Actively build relationships with the internal and external stakeholders specific to each account

Engagement Definition

• Provide significant contribution and insight to the value planning activities with the Sales Account Manager, Portfolio Development and PreSales Business Development team
• Use commercial and business acumen to lead the robust review and handover of the desired solution ensuring that the defined project scope can be delivered within time, budget and quality goals, for strategic and / or complex pursuits.
• Identify and engage with other Siemens team members as needed to support opportunity growth
• Determine and obtain concurrence for the customer specific Service engagement model and translate into the Statement of Work, adhering to global standards and legal requirements
• Regularly communicate with various levels of the Siemens and customer teams including executive level messages
• Develop the project scope definition using the Services Delivery Framework and tools
• Thoroughly define the project estimate using the Services Delivery Framework based estimating process
• Identify and convey the initial project risks including their assumptions, mitigations, and dependencies for projects of high complexity
• Develop innovative resource options and costing model for the project/program (e.g. GDC, Partners, Contractors) in order to achieve efficiency for the customer and commercial viability for Siemens.
• Prepare and review the detailed Statement of Work documentation and obtain Siemens’ and the customers acceptance
• Explain and safeguard the primary tenants of the Services Agreement with each customer
• Lead the Services negotiation activities with strategic and/or enterprise customers and clearly establish the conditions for project change and pricing for long term, multi project engagements.

Delivery Support

• Bridge the Gap between Sales and Professional Services delivery to meet and manage client expectations
• Work with Services Management to requests and assign appropriately skilled and experienced resources to fill key Siemens project positions for Project Management and Lead Architect for large and/or strategic engagements, and ensure project onboarding is effectively achieved.
• Support the Project Manager to engage and contract any required offshore/nearshore/partner/systems integrator/contractor resources
• Participate as Siemens leader of customer committees for each active project as well as defining and leading periodic account reviews such as Technical Review Boards (TRBs) and Management Review Boards (MRBs)
• Participate in project status review meetings
• Support the issue escalation process and ensure resolution progress for both project and commercial issues
• Ensure that customer product needs are communicated to the Product Management team within the Product Development processes

Learning, Mentoring and Leadership

• Ensure usage of the Siemens framework across account portfolio, ensuring the usage of required templates
• Mentor peer Engagement Management and Program Management team members to properly explain
• Obtain and share Industry, Business Segment, and Portfolio knowledge and best practices
• Develop best practice tools and lessons learned to share with Global level Engagement Management peers    Framework sharing system
• Participate in global council to continuously improve the Engagement Management roles
• Provide input into performance reviews for key project contributors
• Contribute feedback to the standard practices and tools teams to ensure continuous improvement

Services Business Planning and Management

• Achieve assigned Services revenue and bookings targets from existing and new customer accounts
• Negotiate non-standard reporting and billing requirements from the Customer, to enable the services business to meet billing and revenue requirements
• Ensure that project proposals meet the Siemens financial objectives
• Create an annual plan providing revenue, costs and headcount predictions, contributing these to the Services Annual Operating Planning and Strategy processes.
• Maintain a rolling monthly and quarterly pursuit forecast/pipeline of future revenue and bookings, updating relevant systems accordingly.
• Monitor and report costs against the Engagement Management annual budget
• Develop a rolling forecast of skill set needs for existing and pipeline projects
• Provide peer review and feedback for complex and strategic proposals

General

• Support the organizational culture, values and reputation in company markets and with all staff, customers, suppliers, partners and regulatory/official bodies.
• Willing and able to travel to appropriate work locations, as required by SISW or specified by the customer pursuit/project.
• Willing and available to work the core hours required by SISW or specified by the customer project, respecting local country legislation and company policies.
• Record expenses in an accurate and timely manner
• Uphold the professional integrity of Siemens at all times
• Upholds and enforces Siemens compliance guidelines at all times
• Adhere to all Siemens Health and Safety policies
• Adhere to, and promote all core internal and customer processes relating to the effective undertaking of the role
• Ensure that all communication channels within the business are adhered to.
• Provide input, where appropriate to team meetings.
• Undertake any business administration in line with job activity
• Undertake any other duties required by the company

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Organization: Digital Industries

Company: Siemens Industry Software B.V.

Experience Level: Experienced Professional

Job Type: Full-time