Account Manager

AVEVA; North Carolina; Hybrid; USD 65,000 - 108,000; Full time

Job summary

AVEVA is seeking an Account Manager focused on Growth and Territory to drive new business and expand relationships with existing customers. You will sell AVEVA’s software suite and services, helping customers leverage our digital twin capabilities to manage engineering and process data.

You will develop detailed account plans, close complex software deals, and collaborate with cross-functional teams to ensure revenue targets are met while advancing AVEVA’s market presence.

Qualifications

• Proven track record in direct sales with enterprise clients.
• Experience selling SaaS or DaaS solutions.
• Strong business development and ability to close complex software agreements.
• Experience in industrial software or automation preferred.

Responsibilities

• Identify and win new logos, expanding market presence.
• Grow existing accounts with upsell and cross-sell to increase ARR.
• Develop and execute detailed account plans to hit revenue targets.
• Collaborate with cross-functional teams to support sales goals.
• Stay informed on industry trends and competitive offerings.
• Deliver compelling sales presentations and address customer needs.
• Manage pipeline with Salesforce and MEDDPICC.

Skills

Direct sales

SaaS sales

Data as a Service (DaaS)

New customer acquisition

Complex software deals

Industrial software

Sales strategy

Relationship management

English proficiency

Cross-functional collaboration

Salesforce

MEDDPICC

Tools

Salesforce

MEDDPICC

Job description

Qualifications, Experience, and Skills:

AVEVA is creating software trusted by over 90% of leading industrial companies.

Salary Range:

$64,600.00 - $107,800.00

This pay range represents the minimum and maximum compensation that the position offers, and final compensation can vary within the range depending on work location, job experience, skills, and relevant educational attainment and/or training.

Role Overview:

As an Account Manager specializing 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.

Key Responsibilities:

• New Business Acquisition: Identify and engage customers that have not previously used AVEVA solutions, securing new logos 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.

Qualifications, Experience, and Skills:

Essential Experience:

• Proven track record in direct sales, including relationship-building at all levels within client organizations.
• Experience in selling SaaS or DaaS (Data as a Service) solutions.
• Strong business development experience, with a focus on acquiring new customers.
• Demonstrated ability to close complex software and product agreements, owning the entire sales process.
• Experience in industrial software, engineering software, or automation is highly preferred.

Preferred (Not Essential):

• Knowledge of IT applications within process and automation industries.
• Familiarity with Salesforce and the MEDDPICC sales framework.

Essential Skills:

• Fluent in English, 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.

Other Requirements:

• Regular regional travel is required, with occasional international travel.

USA Benefits include:

• Flex work hours
• 20 days PTO rising to 25 with service
• three paid volunteering days
• primary and secondary parental leave
• well-being support
• medical
• dental
• vision
• 401K

Find out more: aveva.com/en/about/careers/benefits/

Hybrid working

We work in a hybrid way at AVEVA. Most roles are based at a local AVEVA office, with an expectation of being on-site 50% of your working hours to support collaboration and connection. Some positions are fully office-based depending on the nature of the work, and certain roles that support specific customers or markets may be remote. The working arrangement for this position will be confirmed during the hiring process.

About AVEVA

AVEVA is a global leader in industrial software with more than 6,500 employees in over 40 countries. 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 are committed to embedding sustainability and inclusion into our operations, our culture, and our core business strategy. Learn more about how we are progressing against our ambitious 2030 targets: sustainability-report.aveva.com/

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

AVEVA requires all successful applicants to undergo and pass a drug screening and 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.

AVEVA provides reasonable accommodation to applicants with disabilities where appropriate.

If you need reasonable accommodation for any part of the application and hiring process, please notify your recruiter.

Determinations on requests for reasonable accommodation will be made on a case-by-case basis.