Key Account Manager - GRID Software

About the Role

Siemens Grid Software is seeking a highly motivated and results-driven Senior Account Director to lead strategic software and services sales across a portfolio of named utility and energy accounts in Brazil.

This role is responsible for driving growth, developing executive relationships, shaping complex digital transformation opportunities, and delivering profitable revenue expansion across Siemens Grid Software's portfolio, including Grid Operations, Grid Simulation and Resilience, Meter Data Management, Advanced Grid Applications, SaaS solutions, consulting and software services.

The successful candidate will combine strategic account leadership, consultative selling, business development expertise, and executive stakeholder management to drive long-term customer success and achieve ambitious business objectives.

Key Responsibilities

Strategic Account Management

Develop and execute account strategies for assigned named accounts within the Brazilian energy and utilities market (e.g. ONS, COPEL, CPFL, etc...)

Build and maintain strong executive relationships with C-level decision makers, business leaders, and technical stakeholders.

Create and manage comprehensive account plans aligned with customer business objectives and Siemens growth priorities.

Identify, qualify, and develop new business opportunities across software, SaaS, services, and digital transformation initiatives.

Position Siemens Grid Software as a trusted advisor supporting customers in their modernization, digitalization, and energy transition journeys.

Sales Leadership and Business Growth

Own and deliver software and services sales targets, including order intake, revenue, profitability, and strategic growth objectives.

Define and execute go-to-market strategies and sales action plans to maximize market penetration and account development.

Manage the entire sales lifecycle from opportunity identification through contract negotiation and closure.

Drive pipeline generation, opportunity qualification, forecasting accuracy, and business growth within assigned accounts.

Lead complex, multi-stakeholder sales pursuits and strategic initiatives.

Market Development and Opportunity Creation

Analyze market trends, regulatory developments, customer priorities, and competitive dynamics to identify growth opportunities.

Develop customer-centric value propositions and solution strategies aligned with industry challenges and business outcomes.

Maintain accurate sales forecasts, pipeline visibility, and opportunity management within CRM systems (Salesforce).

Utilize CRM and sales databases to maintain accurate reporting, forecasting, pipeline management, and opportunity tracking.

Support strategic market initiatives, campaigns, and industry engagement activities.

Customer Engagement and Relationship Building

Lead executive meetings, technical workshops, customer briefings, and solution presentations.

Coordinate product demonstrations, discovery sessions, and value-based discussions with customers, partners, and consultants.

Build trusted relationships across customer organizations including operations, engineering, IT, regulatory, and executive teams.

Ensure high levels of customer satisfaction and support customer retention and expansion strategies.

Proposal and Deal Leadership

Lead opportunity pursuit teams and coordinate cross-functional resources throughout the sales process.

Collaborate with presales, engineering, consulting, delivery, legal, finance, and proposal management teams to create compelling, customer-focused solutions.

Work closely with proposal management, technical sales, and cross-functional teams to ensure bid compliance, solution quality, and internal reporting requirements.

Ensure commercial, technical, and contractual compliance of proposals.

Drive commercial negotiations and risk management activities to secure profitable business outcomes.

Cross-Business Collaboration

Collaborate with Siemens businesses and regional teams to maximize customer value and account penetration.

Identify cross-selling and upselling opportunities across the Siemens portfolio.

Support strategic initiatives involving multiple Siemens organizations, partners, and ecosystem stakeholders.

Provide regular business updates and executive reporting to management.

Business Development and Customer Retention

Ensure delivery of after-sales support and customer engagement activities for existing clients.

Actively prospect and develop new customer opportunities within the assigned market.

Drive revenue growth while supporting customer retention and long-term account development.

Qualifications and Experience

Required

Bachelor's degree in Engineering, Computer Science, Information Technology, Business Administration, or a related field.

Experience with utility operational technologies including Meter Data Management, SCADA, ADMS, EMS, DERMS, Grid Analytics, Grid Planning, Asset Management or related solutions.

Knowledge of the Brazilian power and utility market and experience managing strategic accounts within large utility organizations.

Strong understanding of the energy, utilities, transmission, distribution, generation, or critical infrastructure sectors.

10+ years of experience in enterprise software sales, solution sales, or strategic account management, SaaS, consulting, or digital transformation solutions.

Proven track record of achieving and exceeding sales targets within complex B2B environments.

Demonstrated ability to engage and influence executive-level stakeholders.

Experience leading complex sales cycles involving multiple decision makers and extended pursuit timelines.

Strong commercial, negotiation, and business development skills.

Preferred

MBA or advanced business degree.

Experience working within multinational technology, software, or industrial organizations.

What Success Looks Like

Deliver and exceed annual software and services sales objectives.

Build sustainable executive relationships across strategic utility accounts.

Increase market share and Siemens Grid Software's footprint in Brazil.

Maintain a robust and healthy sales pipeline with strong forecast accuracy.

Drive customer satisfaction, retention, and long-term account growth.

Successfully position Siemens as the partner of choice for utility digital transformation.

Join Siemens Grid Software and help shape the future of energy by accelerating the digital transformation of power utilities across Brazil.