Siemens

Reporting to:

In-country: Sales Head, RC-SA

Functional: Head, Digital Enterprise Business

Key Relationships: Region Business Stakeholders, Portfolio team, Region Business Product Owners, Internal & External Partners, Prospects/Customers

Critical Dimensions: Digital Sales & Solutions Manager has a wide responsibility on Digital Enterprise Business development and sales activities, drives innovation through proper customer engagement and ensures the provision of appropriate portfolio to secure new opportunities. The role governs, supports and represents the sales activities of the business line to achieve best results for both digital offerings (i.e. SaaS) and enablement of additional regional business.

The role is responsible to drive and buildup of digital sales competencies and to ensure adherence of the company strategy with local management. The role is the thought leader of the organization in term of Digital Value Proposition, actively engage and influence the market (Planners, Consultants, High end customers) according to the company strategy and offerings. The role will be measured on the sales of DEB Portfolio/SaaS volume and Digital Revenue.

The role leverages centralized existing country resources as much as possible and support from the regional DEB organization. The Digital Sales Manager will employ a consultative selling approach to address customer perspectives, industry trends, competitive analysis, and technology disruptions to create holistic country digitalization business and taking in consideration our digital buildings solutions.

The Digital Sales Manager will also help customers understand how they can best apply digital transformation to achieve their business objectives. The Digital Sales Manager will have an annual business target and will report to the country Head of Sales.

Main Purpose: Develop the market for Siemens digital solutions by identifying customers in the KSA region and grow the digital enterprise business. Lead digital sales and business development activity to actively build the pipeline working jointly with the sales community in the country. Act as the single point of contact for all digital solution sales activity for the sales team in KSA and advocate digital solution selling.

Responsibilities:

• Develop and grow Digital Enterprise Business sales in coordination with country RSS management and region DEB management.
• Promote and sell new business models based on SaaS and Digital Value-Added Services
• Develop strategic IT/Digital and Industry partners to strengthen overall offering
• Apply Design Thinking approach to conduct early customer conversation, co-creation/ideation workshops and user reviews
• Align Requirements with customer Digital transformation vision and guidelines
• Convert requirements into valid Actionable Use cases with clear definitions of value addition to different stake holders
• Identify gaps and align with customer team on adoption strategy based on the requirement priorit
• Gather and maintain business intelligence which includes key customer pain points, technology innovations, and competitors’ Digitalization portfolio
• Organize and manage cocreation workshops with our customers, to develop new digitalization solutions / tools / applications to help fulfill customers’ business KPIs
• Thought leader in Digital Solutions / Digitalization by working together with Marketing/ Communications. This includes trade shows, conferences, meetings with industry analysts, and media engagements (online and offline)
• Drive continuous improvement of the sales performance and its financial and strategic objectives
• Consult sales organization, engineers and project managers on portfolio, standards, tools and processes

Qualifications:

• Bachelor’s degree, ideally in a relevant subject such as Computer Science, Computer Engineering and relevant Technology degrees
• Professional certifications in relevant subjects

Essential Experience/Knowledge:

• Minimum 8 years of relevant sales and business development experience in the smart building and smart cities domain required
• Proven sales experience in the AEC industry, with a focus on BIM (Building Information Modeling), Common Data Environments (CDE), Digital Twins, or Smart Buildings.
• Strong understanding of BIM technologies, including experience with industry-standard BIM software such as Autodesk Revit, Trimble Tekla, or Bentley Systems products.
• Familiarity with Common Data Environments (CDEs) and their role in managing BIM data and project collaboration.
• Strong communication and presentation skills with experienced in large global matrix organizations and know how to collaborate effectively across diverse teams, cultures, and time zones
• Keen interest in emerging technologies to support and improve consumer experience for offerings around RTLS, IoT sensors, digital twin, IoT platforms, and mobile apps.
• Successful track record in sales/business development, client management and project management in a technology environment
• Proven track record of exceeding sales targets and business goals for digital solutions into the smart building domain
• Significant exposure to the, IoT, digital, software industry and strong affinity for digital solutions and the use of digital technologies to transform business models and provide new value producing opportunities
• Excellent influencing and networking skills, paired with stakeholder management experience in a multilayered global environment
• Strong experience in strategy consulting, preferably in the Digital practice of an international consultancy firm
• Strong IT, Software, Cloud, IoT platform experience
• Solid presentation and communication skills and fluency in English and Arabic both written and spoken
• Have a strong acumen to fit portfolio to customer problems
• Keen interest in emerging technologies to support and improve consumer experience at interview and application
• Ability to build positive relationships across diverse groups, translating technical concepts for business audiences, and business concepts for technical audiences.
• Iterative digital product management techniques including e.g. analytics and optimization

Specific Areas of Expertise:

• BIM Software Proficiency: Demonstrated expertise in working with BIM software such as Autodesk Revit, AutoCAD, Navisworks, ArchiCAD, or equivalent tools for creating and managing 3D models, data coordination, and construction documentation.
• CDE Platform Mastery: Proven experience in utilizing Common Data Environment platforms like BIM 360, Procore, Asite, Aconex, or similar systems for efficient data management, document control, and collaboration within project teams.
• BIM Standards Knowledge: Comprehensive understanding of BIM standards and protocols, including ISO 19650, COBie, IFC (Industry Foundation Classes), and LOD (Level of Development) specifications, with a track record of applying these standards effectively.
• Interdisciplinary Collaboration: Strong ability to collaborate seamlessly with diverse project stakeholders, including architects, engineers, contractors, and others, in cross-functional teams to achieve BIM project goals.
• Project Lifecycle Understanding: In-depth knowledge of the entire project lifecycle, from design and construction through to facility management, with a history of using BIM and CDE solutions to streamline processes across these phases.
• Regulatory Compliance Awareness: Knowledge of local and international building codes and regulations relevant to BIM implementation, with a demonstrated ability to ensure compliance in projects.

Added Advantage:

• Experience in Healthcare, Airport, Commercial Real Estate, & Higher Education environment
• Strong Cybersecurity experience and able to communicate effectively with different stakeholders
• Experience in Smart building technologies will be added advantage
• Vertical exposure in Healthcare, Airport, Commercial Real Estate, Higher Education and Public Sector will be added advantage

Role Essentials

• Experience in IT/OT systems integration
• Expertise in BIM, CDE and digital twins for buildings
• Positive individuals with a can-do attitude
• Organized, attention to detail and adaptable
• You will face new challenges daily, and we are looking for someone with the drive to work through and adapt to changes
• Proficient in written and spoken English
• Able to travel regionally and internationally
• IoT, AI/ML, Smart Score certification will be and added advantage