Technical Account Manager

Technical Account Manager

Location: Mumbai/Pune/Ahmedabad/Vadodara/Bangalore/Delhi

Together we make the difference

At Digital Industries we support manufacturing companies with a comprehensive offer of powerful industrial software and consistent integrated automation technology, increasing flexibility and efficiency of their manufacturing processes and bringing new products faster to the market. When it comes to the future of manufacturing industry, there is no way around us.

As a Technical Account Manager, you'll drive customer success and business growth by building and maintaining strategic relationships with key accounts in Process industry : Chemical-Spec Chem and Fine Chem, Techno-commercial experience in any of these Process Industries is required.

Key Responsibilities:

1. Strategic Customer Engagement & Relationship Building:

• Develop and nurture strategic relationships with key accounts, acting as a trusted technical advisor to understand their business objectives, challenges, and future architectural vision.
• Work collaboratively with sales, services, and product teams to identify "land-and-expand" opportunities, driving revenue growth and customer retention.
• Conduct discovery sessions to understand current system limitations, integration requirements, and performance bottlenecks, translating these needs into actionable strategies.
• Position Siemens Digital Industries capabilities within prospects' existing technology ecosystems and future architecture vision, creating compelling value propositions and ROI analyses.

2. Technical Assessment & Solution Design:

• Collaborate with sales teams to qualify leads, conduct discovery workshops, and uncover customer pain points
• Analyze target organizations' existing technology stacks, system architectures, and digital transformation roadmaps from Industry 4.0/5.0 perspective.
• In depth domain knowledge in Operation Technology, Industrial automation systems, In-depth understanding on discrete manufacturing automation & digitalization trends and technologies. 
• Evaluate prospects' technical readiness for advanced software implementations (cloud adoption, data infrastructure, integration capabilities).
• Document technical requirements and constraints that influence solution design and implementation approaches.
• Recommend appropriate Siemens solutions and develop customer roadmaps.

3. Solution Presentation & Adoption:

• Act as a trusted thought partner to C-suite executives. Prepare and deliver executive presentations, technical demonstrations, and proof-of-concept activities that showcase solution capabilities and business impact, TCO anaylysis
• Facilitate seamless transitions between sales and implementation teams, ensuring customer stakeholders understand project scope, timelines, and success criteria.
• Maintain detailed technical profiles of prospects, including system inventories, integration requirements, and implementation timelines.
• Track technical evaluation metrics and refine discovery methodologies based on successful implementation patterns.

4. Collaboration & Continuous Improvement:

• Lead proposal development and bid management activities, coordinating across various internal teams, competitive positioning to achieve high win rates.
• Participate in account reviews, pipeline forecasting, and go-to-market activities, communicating customer feedback to product development and marketing teams.
• Coach and mentor junior team members, contributing to the development of best practices.
• Maintain Siemens integrity, uphold compliance and quality standards, and adhere to business processes.

Qualifications:

1. Core Skills & Attributes:

• Bachelor’s degree in engineering, preferably Chemical Engineering. Presales / Solutions Consulting background and MBA will be added advantage
• 15 + years of relevant experience. Experience in Process Design, Engineering and digital transformation (Process Simulation ,Digital Twin, APC, Batch, Process Optimization, Enterprise Historian, Analytics, CMMS, Predictive maintenance, APM, OTS etc.) implementation for manufacturing will be added advantage.Knowledge of Manufacturing Systems and Automation systems.
• Exceptional Communication: Advanced ability to articulate complex technical and business concepts clearly and concisely to diverse audiences, from technical practitioners to C-suite executives. This includes excellent presentation and storytelling skills with the ability to influence and negotiate.
• Industry Acumen: In-depth knowledge of processes and applications within the process industry (Chemical-Spec Chem and Fine Chem) . You speak the industry's language!
• Problem-Solving & Analytical Thinking: Demonstrated analytical thinking and problem-solving capabilities, with a creative and innovative approach to challenges.
• Business & Commercial Acumen: Strong understanding of business drivers with a customer-centric approach and Value engineering / Value Co creation.
• Accountability & Drive: Take responsibility for moving technical milestones across the finish line, showing persistence and the intuition to gauge a customer’s technical readiness.
• Collaboration & Leadership: Excellent teamwork and collaboration skills, -with the ability to guide without formal authority, with Cross Business Teams.
• Growth Mindset: A continuous desire for professional development and a focus on growing customer relationships and expertise.
• Travel : This role requires frequent travelling 40-50% of working time to customer locations across India for meetings & account development activities.