Director of Sales, Dec 2022 – Present
Siemens Industry Inc., Cleveland, OH, USA
Machine Tool Systems (SMBs and Mid-Market segment): 92% of Fortune 500 industrial companies use Siemens software tools. Every third machine in the world runs on a Siemens controller. Machine Tool Systems as one of the core business segments offers seamlessly integrated solutions for machine builders and integrators comprising motion control systems, simulation tools, OT/IT software and AI-driven algorithms onsite and offsite.
- Managed national sales team of 10 account managers
- Re-built and diversified sales team: from 4 direct reports to 7 within first three months, exceeded original team size with a total of 10 direct reports after six months. Approval to expand by additional 4 FTEs.
- Modernized team setup, compensation plans, account assignments and sales strategy
- Coached and supported account team to negotiate and close deals at executive and C-suite
- Transitioned & guided team from hardware-only to hybrid portfolio (SaaS & Software Licensing)
- Navigated decisions through complex matrix organization between US and headquarters in Germany.
Account Manager, Feb 2020 – Nov 2022
Siemens Industry Inc., Cleveland, OH, USA
Machine Tool Systems (SMBs and Mid-Market segment):
- Managed strategic key accounts with global and local footprint (direct sales)
- Exceeded quota, +40% CAGR (FY20-FY22), ~30% of total MTS USA business, #1 Salesperson
- Negotiated and closed deals of up to USD 3.0 M
- Induced digital transformation and consulted customers to reinvent their business models by combining automation and digitalization solutions (digital twin of machine, IoT apps, AI, edge devices)
Market Development Manager, May 2017 – Jan 2020
Siemens AG, Global Motion Control Headquarters, Erlangen, Germany
Aerospace & Defense (Enterprise segment): vertical sales organization promoting the entire Siemens portfolio of software, automation, robotics, digital connectivity, customer and infrastructure services, to drive the digital transformation with tailored end-to-end solutions for aerospace, satellite and space manufacturing.
- Managed sales teams (dotted line) in USA, Canada, Mexico and Brazil (indirect sales)
- Enabled enterprise & key account managers to over-achieve sales targets: 12% CAGR (FY17-FY20)
- HQ project lead for multi-million-dollar IoT RFQ (USD 50+ M), contributing architecture concepts from various business units and merging them together into a holistic digital enterprise solution (shop floor connectivity, edge computing, OEE, CAD, CAM, digital twin closed-loop analytics, ERP & PLM backbone, government cloud and SCADA).
- Driving sales strategies and market intelligence for regional and global account managers: account business plan and business development, market analysis, HQ escalation management
Market segments: defense, commercial aviation, space, tier 1 suppliers
Technical Consultant, July 2015 – April 2017
Siemens AG, Munich, Germany
- Introduced MBA thesis as go-to-market framework for new product portfolio “Run MyRobot”: market analysis & customer segmentation, pricing strategy, global sales & marketing rollout
- Ramp-up success: several hundred systems, total revenue of over EUR 5 Mio by FY18
Application Engineer, March 2013 – June 2015
Siemens AG, Munich, Germany
Sales & Service – Student Internships, September 2009 – February 2013
Siemens AG, Munich, Germany
