Account Manager, Germany - (m/w/d)

AVEVA; Frankfurt; Hybrid; EUR 70,000 - 110,000; Full time

Job summary

AVEVA, a global leader in industrial software, is seeking an Account Manager in Frankfurt (Hybrid) or Remote (Germany). You will drive growth by selling AVEVA’s suite to new and growth customers in the process industries, leveraging our digital twin data platform.

Regular regional travel is required, with 50-60% travel time annually. You will develop account plans, close complex software deals, and collaborate with internal teams to achieve revenue targets and forecasts.

Qualifications

• Proven track record in solution-based direct sales and building relationships at all levels.
• Experience in hunting and securing new customers and business opportunities.
• Ability to meet and exceed individual sales targets.
• Experience selling SaaS or DaaS solutions.
• Proven ability to close complex software and product agreements end-to-end.

Responsibilities

• Grow accounts and upsell/cross-sell to increase ARR.
• Identify and acquire new customers for AVEVA solutions.
• Develop and execute account plans to hit revenue targets.
• Deliver effective sales presentations addressing business needs.

Skills

Direct sales

SaaS sales

Key account management

MEDDPICC

Sales presentations

Tools

Salesforce

MEDDPICC

Job description

AVEVA is a global leader in industrial software. Our cutting-edge solutions are used by thousands of enterprises to deliver the essentials of life - such as energy, infrastructure, chemicals and minerals - safely, efficiently and more sustainably.

We’re the first software business in the world to have our sustainability targets validated by the SBTi, and we’ve been recognized for the transparency and ambition of our commitment to diversity, equity, and inclusion. We’ve also recently been named as one of the world’s most innovative companies.

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Job Title: Account Manager

Location: Frankfurt(Hybrid) or Remote (Germany)

Employment Type: Full time

The Job

As an Account Manager specialising in the Growth and Territory Segment, you will be responsible for driving growth by selling AVEVA’s suite of products and services to new and growth customers in the process Industries.

Your role will be pivotal in expanding AVEVA’s presence in this market, enabling these customers to leverage our agile data platform to manage their engineering and process data as a unified digital twin. You will focus on meeting sales goals while delivering value-driven solutions to new and existing accounts.

Regular regional travel will be required in this role, with occasional international travel, approx. 50-60 % PA.

Key responsibilities

• Account Growth: Develop and nurture relationships with existing customers to drive, upsell and cross-sell opportunities, increasing ARR.
• New Business Acquisition: Your main focus is to identify and engage customers that have not previously used AVEVA solutions, securing new business and expanding our market presence.
• Sales Strategy Implementation: Develop and execute detailed account plans, from prospecting and qualifying leads to closing deals, ensuring revenue targets are achieved and forecasts are met.
• Customer Engagement: Deliver compelling sales presentations that address specific business needs, showcasing the value and unique differentiation of AVEVA’s technology.
• Collaborative Selling: Work closely with internal teams and leverage cross-functional resources to support account management and ensure sales goals are achieved.
• Pipeline Management: Use Salesforce and the MEDDPICC sales methodology to manage your sales pipeline, ensuring accurate forecasts and reporting.
• Issue Management: Proactively address and resolve customer issues, collaborating with internal teams to ensure satisfaction.
• Market Expertise: Stay informed on industry trends, customer needs, and competitive products to effectively position AVEVA’s solutions.
• Continuous Development: Stay up to date on AVEVA’s product offerings and sales methodologies through ongoing training.

Essential requirements

• Proven track record in solution-based direct sales, including relationship-building at all levels within client organizations.
• Business development experience, where your focus is on hunting and securing new customers and business opportunities.
• Demonstrated ability to deliver against an individual sales target.
• Experienced in selling SaaS or DaaS (Data as a Service) solutions.
• Demonstrated ability to close complex software and product agreements, owning the entire sales process.
• Fluent in English and German, with excellent written and verbal communication skills.
• Strong interpersonal and relationship management abilities, able to engage effectively with various stakeholders.
• Ability to work both independently and collaboratively within a team environment.

Desired skills

• Experience in industrial software, engineering software, or automation is a plus but not essential.
• Familiarity with Salesforce and the MEDDPICC sales framework.

Commercial at AVEVA

Our Commercial team, comprised of over 2,000 dedicated colleagues, is the backbone of our customer relationships and business growth. From industry experts and solution architects to sales, support, success managers, and business operations, everyone shares a common goal: to deeply understand our customers’ needs and deliver tailored solutions.

If you’re passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you’ll find success and fulfilment in our Commercial team.

AVEVA requires all successful applicants to undergo and pass a comprehensive background check before they start employment. Background checks will be conducted in accordance with local laws and may, subject to those laws, include proof of educational attainment, employment history verification, proof of work authorization, criminal records, identity verification, credit check. Certain positions dealing with sensitive and/or third party personal data may involve additional background check criteria.

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. Come and join AVEVA to create the transformative technology that enables our customers to engineer a better world.