Enterprise Software Sales Manager (Dept of Defense & DoW)

Siemens Digital Industries Software is a leading global software company dedicated to computer aided design, 3D modeling and simulation. The Enterprise Software Sales Manager will lead the Federal Aerospace & Defense sales team, nurturing customer relationships and developing sales strategies to drive adoption of the Xcelerator portfolio and core products.

Responsibilities:

• Build and maintain high-quality relationships with senior and executive leadership across federal agencies, including U.S. Air Force, U.S. Army, and Department of Energy
• Lead the development and execution of long-term comprehensive strategies for customer retention and growth, ensuring continuous focus across cross-functional sales teams on identifying and executing new business opportunities
• Nurture executive customer relationships and collaborate with sales and technical leadership to develop and implement high-impact multi-year sales strategies
• Lead quarterly business reviews and strategic account planning with key federal customers
• Navigate complex, sophisticated federal sales cycles and coordinate across federal contracting vehicles and procurement processes
• Understand customer strategy, PLM solution strategy, and their alignment to drive value-based selling
• Develop, motivate, and coach a high-performing team of five Client Sales Executives to progress and close business using standard sales methodologies
• Supervise the development and implementation of in-depth account strategy plans aligned with federal customer requirements and strategic objectives
• Provide mentorship and coaching to team members on complex deal negotiations and customer relationship management
• Drive identification and execution of new business opportunities within the federal sector, ensuring quota achievement across the team
• Foster a team culture that emphasizes high ownership, customer-first focus, fast-paced execution, high integrity, and an optimistic environment
• Work effectively in a matrixed environment with internal teams and external partners across the Aerospace & Defense organization
• Collaborate with sales managers covering Aerospace & Defense original equipment manufacturers to ensure coordinated strategy and avoid conflicts
• Build strong relationships and partnerships both internally and externally; quickly establish trust with senior leaders and empower cross-functional teams to develop solutions
• Ensure alignment between company objectives and customer needs, balancing growth with customer success and optimizing results at the company level
• Address competing priorities and solve complex problems in a timely manner
• Support partner sales representatives in understanding federal customer needs and provide training on new initiatives, including perpetual-to-SaaS migration transactions

Requirements:

• Minimum 10 years' experience selling large strategic enterprise software solutions to the Department of War, with ability to navigate complex federal sales cycles; OR equivalent large OEM customer sales experience (customer-facing) that led or supported a direct sales team
• Consistent track record of planning, negotiating, and closing deals with highly complex accounts
• Proven quota achievement throughout career with demonstrated success delivering results
• At least 3+ years' experience in large enterprise software, selling at the C-suite (CXO) level
• Success leading a matrixed environment and building relationships and partnerships both internally and externally
• Outstanding interpersonal, oral, and written communication skills with ability to engage customers at all levels, including executive and C-level leadership
• Excellent business judgment and demonstrated success delivering results optimized at the company level (balanced between company and customer needs)
• Proficiency with Microsoft Office (PowerPoint, Excel, Project), Salesforce.com, SAP, and other job-related software
• Ability to understand federal customer strategy, PLM solution strategy, and their alignment
• Ability to understand sophisticated and typically long sales cycles at the strategic level
• Must currently reside in the continental USA (firm requirement)
• 4-year college degree required
• Military background or experience in the defense sector
• Knowledge of government contracting and federal procurement vehicles (GSA, IDIQ, etc.)
• Experience with federal compliance and export control requirements
• Understanding of Department of War acquisition processes and requirements
• Familiarity with Siemens Digital Industries Software portfolio and related products
• Experience with perpetual-to-SaaS migration strategies and cloud-based software models