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Siemens Remote Business Development Director in Boston, Massachusetts

Job Family: Sales

Req ID: 305092

BusinessDevelopment Director

Siemens Government Technologies (SGT) is in search of a

self-driven individual to complement our growing business development team. The

position will be within our Infrastructure and Energy Solutions (I&ES)

organization primarily supporting Siemens Smart Infrastructure (SI). We are

seeking a qualified candidate for a permanent position to develop new business

with new and existing clients and win sales opportunities. The ideal candidate

will be a team-oriented individual who can create long-term, trusting

relationships with customers, identify and capture opportunities.

Responsibilities

  • Develop a trusted advisor relationship withcustomers while serving as the primary point of coordination for Siemensorganizations pursuing entry into Federal Government accounts.

  • Coordinate with SGT’s Siemens affiliates forcustomer information, visits, and pursuit decisions.

  • Develop a collaborative relationship withSiemens’ Smart Infrastructure teams.

  • Communicate customer account informationhorizontally across Siemens to aid in their business development and programexecution.

  • Ensure a coherent, integrated Siemens message tocustomers while promoting the full breadth and depth of Siemens’ services andsolutions that can support the customer’s mission.

  • Provide customers an avenue to communicatesatisfaction/dissatisfaction with Siemens performance. Host customer visits andarrange visits for Siemens leadership to customer sites.

  • Conduct customer assessments on contract/taskperformance and provide feedback to Siemens organizations. Working with projectexecution, facilitate the resolution of any conflicting internal orcustomer-based issues and attend customer quarterly program reviews.

  • Establish relationships based on knowledge ofcustomer’s requirements and understanding of their technology and procurementstrategy.

  • On-site assessment of client’s existing energyand equipment installation and operation, decision-making stakeholders, andprocesses to position SGT for solution sales.

  • Working with the engineering/project developmentteam to elaborate on a tailored solution by analyzing customer’s technicalassets and infrastructure.

  • Identify, qualify, and lead the capture andclosure of business opportunities using Shipley processes and work withdesignated proposal team to shape such opportunities.

  • Develop win strategy, price to win, anddiscriminators.

  • Obtain competitor intelligence including theirmarket approach, product/services, historical pricing patterns, strength/weakness,discriminators, customer relationship, and past performance.

  • Support the Small Business Liaison Officer(SBLO) to develop the small business strategy.

  • Develop solutions with partners and internalstakeholders to meet customer needs and support the preparation of associated internalopportunity gate reviews.

  • Promote our three Ds: “Digitalization,Decentralization and Decarbonization”: efficiency, energy resilience, sustainability.

  • Generate and increase order intake and drive theorganization to the next level of expertise by demonstrating our competence incritical military infrastructure with an emphasis on electrical infrastructure.

  • Manage customer technical queries and coordinatethe resources to develop a response.

  • Lead the development and delivery ofpresentations, demonstrations, proof of concepts, proposals, and business andtechnology status reviews.

  • Support overall proposal development efforts toinclude preparing draft Statements of Work, writing proposal volumes andsections, developing content and presenting at milestone and gate reviews, reviewing/editingproposal responses, participation on “color” and review teams, and providingsupport across functional lines.

  • Forecast and track key account metrics (e.g. monthlysales results and annual forecasts) and prepare reports on account andopportunity capture status and measure key performance indicators (KPIs) on aweekly basis.

  • Develop campaign plans, account plans, andspecific opportunity capture plans that shapes and supports annual corporateplanning efforts of a customer’s direction, trends, and strategic opportunities.

  • Develop and track a strategic call plan whichincludes regular, periodic meetings with strategically relevant customercontacts.

  • Employees of Siemens Government Technologies maybe required to be fully vaccinated against COVID-19 in accordance with theworkplace safety protocols for Federal contractors and subcontractors pursuantto Executive Order 14042 or state/local laws and regulations

Required Knowledge/Skills,Education, and Experience

  • Ability to obtain and maintain a Top Secretlevel U.S. Government Security Clearance.

  • BA, BS, or equivalent technical degree.

  • Excellent written and verbal communications withthe ability to present complex issues to multi-level audiences of company andgovernment executives.

  • Proven ability to juggle multiple accountmanagement projects at a time, while maintaining sharp attention to detail.

  • Ability to effectively communicate progress, status,and issues to internal and external customers.

  • Experience developing project financials and bidpackages.

  • Proven work experience as an Account Manager,Key Account Manager, Sales Account Manager, or relevant role.

  • Experience leading and managing teams oftechnical and business consultants from within, and outside of their formalorganization.

  • Basic know-how of financial business models andcontractual requirements for U.S. Federal Government procurements.

  • Experience providing customer solutions throughU.S. Government IDIQ or Multiple Award Type Contract vehicles.

  • Ability and willingness to travel, both domesticand international, at a minimum of 30% annually.

PreferredKnowledge/Skills, Education, and Experience

  • 10 years of experience in a corporate orgovernment setting.

  • Master’s Degree in Engineering, Technology orother related field or equivalent work experience.

  • Experience with US Federal Government projects,contracts, policies, and procedures.

  • Experience in marketing, pricing, and managingenergy, building control, fire alarm, electronic security, and electricalservices projects through U.S. Government IDIQ or Multiple Award Type Contractvehicles.

  • Understanding of power distribution from thesubstation to building level and requirements for interconnection of generatingassets.

  • Understanding of energy contract vehiclesincluding ESPCs, UMCSs, PPA’s, UP, UESCs and other contracts as required.

  • Experience having worked in a matrixedorganization.

  • Current possession of a U.S. Government issuedsecurity clearance.

  • Proficient in MS Office suite applications,Salesforce, and web or cloud based software applications such as SharePoint.

  • Knowledge of U.S. commercial and Governmentstandards, regulations and codes will be beneficial (e.g., DoD Unified FacilityCriteria, OSHA, NFPA, ASHRAE, NIST, DoD, RMF, NERC CIP Cyber security, etc.)

  • Candidates with ability to work from remotelocation within the United States will be considered.

Security Requirements

  • Candidate must be a United States Citizen withthe ability to obtain and maintain a Top Secret level U.S. Government SecurityClearance

Organization: Country Functions & Departments

Company: Siemens Government Technologies, Inc.

Experience Level: Experienced Professional

Job Type: Full-time

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.

EEO is the Law

Applicants and employees are protected under Federal law from discrimination. To learn more, Click here (https://www.dol.gov/ofccp/regs/compliance/posters/ofccpost.htm) .

Pay Transparency Non-Discrimination Provision

Siemens follows Executive Order 11246, including the Pay Transparency Nondiscrimination Provision. To learn more, Click here (https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_%20English_formattedESQA508c.pdf) .

California Privacy Notice

California residents have the right to receive additional notices about their personal information. To learn more, click here (https://new.siemens.com/us/en/general/legal/us-internet-privacy-notice-state-rights.html) .

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