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

AVEVA; Cambridge; Hybrid; GBP 60,000 - 86,000; Full time

Job summary

AVEVA, a global leader in industrial software, is seeking an Account Manager to drive growth across the Growth and Territory Segment. You will sell AVEVA’s SaaS solutions to new and growth customers in the process industries, expanding our digital twin offerings and leveraging agile data platforms.

Regular travel (50-60% PA) and collaboration with cross-functional teams are essential. The role requires proven direct sales success, strong business development experience, and fluency in English

Qualifications

• Proven track record in solution-based direct sales and building client relationships.
• Experience in business development with a focus on new opportunities and upsell.
• Ability to meet and exceed individual sales targets.
• Experience selling SaaS or DaaS solutions.
• Proven ability to close complex software and product agreements start-to-finish.
• Fluent in English and German with strong communication skills.

Responsibilities

• Account Growth: nurture relationships to drive ARR through upsell and cross-sell.
• New Business Acquisition: target first-time AVEVA customers and expand market presence.
• Sales Strategy Implementation: develop plans from prospecting to closing, ensure targets are met.
• Customer Engagement: deliver compelling presentations addressing business needs and value.
• Collaborative Selling: coordinate with internal teams to support account management and goals.
• Pipeline Management: use Salesforce and MEDDPICC to maintain forecasts and reports.
• Issue Management: address customer issues with cross-functional teams to ensure satisfaction.
• Market Expertise: stay informed on industry trends and competitive offerings.
• Continuous Development: keep up-to-date with AVEVA products and sales methods.

Skills

Solution-based sales

Business development

Sales target

SaaS sales

DaaS sales

English

German

Relationship management

Independent work

Team collaboration

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.

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.

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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.

Find out more: https://www.aveva.com/en/about/careers/

Background checks

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.

Equal Opportunity Employer

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.