Senior Sales Manager

Senior Sales Manager

Key Responsibilities

• Directly manage, coach and develop a team of Account Managers covering strategic accounts in the assigned territory to drive account expansion through upsell, cross-sell, and new business opportunities
• Promote AVEVA software products and services
• Develop and manage the account team through frequent and direct engagement of the team, individually and collectively, with a strong emphasis on establishing expectations and priorities to ensure individual and team success.
• Assist Account Managers with the development of Strategic Account Plans and especially a healthy and consistent pipeline.
• Coach individual Account Managers on effective use of CRM, sales processes, pipeline health, and forecasting.
• Engage directly with customers. Build and maintain trusted relationships with decision-makers and act as executive sponsor for key customer relationships.
• Lead executive business reviews and strategic planning sessions with customers.
• Working with the VP of the Market and the Director of Marketing, coordinate marketing and business development activities for the region such as industry events and regional seminars, guaranteeing its positive impact in the Sales results.
• Expedite resolution of key customer complaints and problems. Assure that customers are provided/satisfied with complex technical application assistance.
• Leverage AVEVA partner ecosystem to scale growth
• Maintain accurate sales forecasts, pipeline, and business data. Report on account performance, deal progress, and growth opportunities.
• Develop and maintain a sufficient knowledge of AVEVA’s core industries (Utilities, Oil & Gas, Power, Chemicals, Metals & Mining, Pharma and Life Sciences) and stay current with their trends and issues to effectively align and apply AVEVA’s technologies to meet customer’s business goals.
• Maintain personal knowledge and skill levels with AVEVA products and sales support applications according to guidelines established by AVEVA through recurrent annual training within the Company or designated external resources.
• Be a leader by example applying the expected and proper activity, behaviour, common sense and discipline in all dimensions of the work.
• Practice financial management consistent with company guidelines managing budgets using company systems, and tools in a timely manner.

Essential Requirements

• Industry knowledge pertinent to the territory (e. g., in one or more industries: Utilities, Oil & Gas, Chemicals, Metals & Mining, Paper, Life Sciences)
• Significant direct sales experience – specifically within complex, B2B Enterprise Software.
• Significant sales management experience in DACH/CEE markets.
• Excellent leadership, coaching and team management skills.
• Familiarity with Salesforce and the MEDDPICC sales framework.
• Fluent in English, with excellent written and verbal communication skills and German language to a minimum level of C1.
• Desired Skills
• Engineering degree in Chemical, Electrical, Mechanical or related field.
• Other local language skills are advantageous.

All successful applicants will undergo a comprehensive background check as required by local laws.

AVEVA is an Equal Opportunity Employer.

We are committed to being an exemplary employer with an inclusive culture, developing a workplace environment where all our employees are treated with dignity and respect.

We value diversity and the expertise that people from different backgrounds bring to our business.