Siemens Account Executive ESCO State & Local Gov't in Tucson, Arizona
The position of AccountExecutive for Energy Performance Solutions (EPS) will be part of the Smart Infrastructure Regional Solutions and Services of Siemens Americas. This role will manage and grow the EPS business in the Arizona Market of the US while focusing on state and local government (SLG) vertical market segment and all the related entitles, including townships, municipalities, counties, and the facilities they own. The Account Executive will identify market needs and develop sales strategies to address customer objectives and develop solutions to help clients improve their facilities, operations and profitability.
Arizona EPS group is a virtual/overlay “branch” which works across multiple divisions and physical branches with the goal to position Siemens as the preferred solutions provider for value based Building Retrofit, Performance Contracting and Distributed Energy Systems (DES) projects. This person will be an Individual Contributor with no direct reports; however, the position requires leadership and collaboration will all levels of management and the EPS team on assigned projects.
Under limited supervision, the ideal candidate
Manages and grows the Pacific Zone EPSbusiness in the target market through
Maintaining Executive, C-level relationshipsand proficiency in value-selling solutions and services at this SLGlevel.
Providing early identification andqualification of sales leads with cross-divisional sales teams (developsales funnel).
Developing and implementing plans to takeadvantage of all sales opportunities for target customers.
Managing the most sophisticated dealsindependently within established guidelines.
Consultatively assisting targeted clients inunderstanding financial business goals, uncovering challenges anddefining long-term infrastructure solutions whether self-funding orbusiness outcome oriented.
Thoroughly understanding the wide-rangingchallenges faced by the target market/clients, with a strategic approachto help address and overcome these by developing mutually-beneficial partnerships.
Obtaining letters of intent, coordinatingfinancing options and negotiating contracts, as needed.
Developing and deploying market/accountstrategies.
Works well with internal and external teams
Works with operations, finance, legal andother inside and outside resources as needed to obtain client commitment.
Ensures smooth sales-to-operations turnover.
Assists in resolving collections and othercustomer satisfaction issues as needed.
Co-manages customer communication andopportunity development with Field sales, as applicable.
Team-sells with other salespeople whenappropriate and mutually beneficial.
Follows through on sold projects to ensureexpected customer outcomes.
Is recognized as a market expert
Participates in civic and professionalorganizations, workshops and seminars.
Keeps current on market and business trends.
Understands and explains the correlationbetween market drivers, business objectives, and operational issues asthey relate to value propositions--applying this knowledge as a strategicsales coach to create account strategies.
Continues to acquire deeper selling,technical, and financial skills.
Maintain, report and lead the internal salesprocess by
Effectively completing needs assessments,financial justifications, and related proposals and presentations.
Preparing accurate and thorough salesactivity reports, forecast reports, and expense tracking.
Required Knowledge/Skills, Education,and Experience
Five or more years of executive consultativeselling experience providing complex solutions to C&I/MUSHclients, or financial transactions that underwrite construction (e.g.underwriting bonds) or other complex solution sales to executive decision-makersin the geography in which this role will sell. Preferably selling into theSLG market place.
Demonstrated involvement in any of thefollowing are considered a plus
Expertise in the energy industry,specifically Distributed Energy sector
Experience with Project and Energy Finance
Relationship or history with local industrialclients
Familiarity with energy-related financingprograms
Familiarity with local utility regulations
Engineering and/or EPC-developer experience
Position will have annual sales targets withsenior-level responsibility for meeting business objectives.
Bachelor’s degree in engineering, business orother field relevant to our business. Masters in BusinessAdministration a plus.
Requires related technical and financialexpertise with an aptitude to learn and competently use contractual andfinancial concepts.
Ability to plan, navigate and negotiate acomplex sales process.
Strong understanding of customer business& drivers.
Excellent leadership, verbal and writtencommunication skills.
30% travel may be required
Individual must possess a validDriver's license in good standing.
Individual must be at least 21 years of age in order to participate in therequired Siemens vehicle plan.
Qualified Applicants must be legallyauthorized for employment in the United States. Qualified Applicants will notrequire employer sponsored work authorization now or in the future foremployment in the United States.
Organization: Smart Infrastructure
Company: Siemens Industry, 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, 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.
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