DISW - Channel Partner Sales Executive

* What are my responsibilities? 1. Business Planning and Execution • Collect and provide feedback on key partner financial information from field interactions with Partners, including but not limited to financial reports, revenue reports (license and maintenance), pipeline and forecast reports. • Contribute to the collection of Business Intelligence Packet execution data (e.g., Partner Scorecarding, Partner Segmentation, Marketing Maturity Matrix, and conclusions and actions) with key business functions to enable sales intelligence and growth planning and execution between Partner Management and Partners • Influence and drive the development of Partner Account Plans with a key focus on effective sales execution • Support Partner Team by providing relevant feedback to the Account and Territory Planning process 2. Partner Marketing and Demand Generation • Provide feedback and input into Partner pipeline development and forecasting with Partner Team and Partner Marketing to ensure minimum required pipeline for Country/Territory to meet the required revenue targets • Provide insight and support to the execution of the MDF Program to maximize use, quality, and impact to generate and maintain the pipeline and in market spend (e.g., with Partner matching) 3. Indirect Revenue Management and Co-Selling • Achieve individual license revenue targets for country/territory/region by actively supporting targeted partners to close their opportunities • Build close collaborative relationship with Partner Owners and Senior Partner Executives to focus on the growth of the partner sales maturity, coaching and advising on successful pursuit and close of major account opportunities. • Work with partners to help them determine the optimal hunting/farming balance and strategy • Coach partners on effective territory planning to identify white space and new logo opportunities across the Siemens portfolio • Coach partner sales reps on the effective development of account plans and maintenance of the sales pipeline to achieve targets and quotas • Coach partner in identification of key customer stakeholders and produce stakeholder engagement strategies • Coach and advise partners in the best practices for identifying and qualifying new customer targets and opportunities • Coach Partner Sales to develop strong solution recommendations against qualified customer opportunities that position Siemens products and services to advance the customers strategic initiatives and deliver mutual value • Coach Partner Sales to translate value statements, TIPS and standard campaign materials into opportunity specific value propositions, addressing current and emerging customer needs and demonstrate measurable impact on customers business performance. • Support Partner Sales to develop and execute a complete sale including competitive counter tactics to competitively differentiate the solution/service and position the best response to the customers needs, effective meeting planning and opportunity tracking. • Coach the Partner Sales to drive the business conversation with the customer • Help Partner Sales resolve contract issues prior to contract negotiations and set priorities on critical issues • Coach Partner Sales in best practice approaches to sales negotiation in order to close the deal. • Provide insight and guidance on best practice Sales Approaches, tactics and processes to close specific and varied opportunities, including coaching in approaches to progress stuck deals through the sales process • Advise deal registration, lead distribution, and appropriate reporting for transparency within SPLM and for the Partner, to resolve basic issues. • Advise and support the set up and maintenance of forecast accuracy, and ensure updates are applied to SFDC, for the portfolio of Partners • Manage Account Receivables (A/R) with portfolio of Partners, including execution of A/R policy. • Drive the resolution of, and sustainable management of