Account Manager - (m/w/d)

AVEVA; Frankfurt; Sur place; EUR 70 000 - 100 000; Plein temps

Résumé du poste

AVEVA is seeking an Account Manager to drive growth in Frankfurt/Germany, selling AVEVA’s software and services to new and growth customers. You will expand AVEVA’s presence, manage strategic accounts, and travel regionally with some international trips.

The role emphasizes value-driven solutions and meeting ARR targets. The ideal candidate has a proven SaaS sales background, strong prospecting and relationship skills, and is fluent in English with good local language capabilities.

Qualifications

• Proven track record in solution-based direct sales.
• Business development focus with hunting and targets.
• Experience selling SaaS or DaaS solutions and closing complex software deals.
• Fluent in English with strong communication; local language helpful.

Responsabilités

• New Business Acquisition: identify and engage new customers for AVEVA solutions.
• Account Growth: nurture relationships, upsell and cross-sell to increase ARR.
• Sales Strategy Implementation: create plans from prospecting to closing and forecast targets.
• Collaborative Selling: work with internal teams to achieve sales goals.
• Market Expertise: stay informed on industry needs and competitive products.
• Continuous Development: keep up with AVEVA products and sales methodologies.
• Customer Engagement: deliver compelling presentations addressing business needs.
• Issue Management: resolve customer issues with internal collaboration.
• Pipeline Management: manage pipeline in Salesforce using MEDDPICC.

Connaissances

Direct sales

Relationship building

SaaS/DaaS sales

Communication

English fluency

Independent work

Team collaboration

Outils

Salesforce

MEDDPICC

Description du poste

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. If you’re a curious and collaborative person who wants to make a big impact through technology, then we want to hear from you! Find out more at AVEVA Careers. For more information about our privacy policy and how to manage cookies, visit our Privacy Policy.

Job Title: Account Manager Location: Frankfurt / 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. 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

• 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.
• Account Growth: Develop and nurture relationships with existing customers to drive, upsell and cross-sell opportunities, increasing ARR.
• 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.
• Collaborative Selling: Work closely with internal teams and leverage cross-functional resources to support account management and ensure sales goals are achieved.
• 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.
• Customer Engagement: Deliver compelling sales presentations that address specific business needs, showcasing the value and unique differentiation of AVEVA’s technology.
• Issue Management: Proactively address and resolve customer issues, collaborating with internal teams to ensure satisfaction.
• Pipeline Management: Use Salesforce and the MEDDPICC sales methodology to manage your sales pipeline, ensuring accurate forecasts and reporting.

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, with excellent written and verbal communication skills and the local language to a minimum level of B2.
• 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 highly preferred.
• 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. Find out more: https://www.aveva.com/en/about/careers/

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.

Empowering you with pioneering tech 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. If you’re a curious and collaborative person who wants to make a big impact through technology, then we want to hear from you! Find out more at AVEVA Careers. For more information about our privacy policy and how to manage cookies, visit our Privacy Policy.