Growth & Territory Account Manager

AVEVA; Maine; Híbrido; USD 104.000 - 174.000; Tempo integral

Benefícios oferecidos por esta vaga

20 days PTO

Parental leave

Well-being support

401K

Resumo da vaga

AVEVA is seeking a Growth & Territory Account Manager to accelerate new business and grow existing accounts in the Northeast Territory. You will lead sales cycles, craft strategy, and coordinate with product, marketing, and services to deliver value across AVEVA’s software suite and digital twin platform.

The role demands a proven SaaS/DaaS sales background, strong relationship skills, and the ability to manage complex deals end-to-end while traveling regionally.

Qualificações

• Proven track record in direct sales with complex software deals.
• Experience selling SaaS or DaaS and managing full sales cycles.
• Strong business development and ability to upsell/cross-sell.
• Experience in industrial software or automation would help.

Responsabilidades

• New Business Acquisition: secure new logos and expand market presence.
• Account Growth: nurture relationships to drive ARR via upsell/cross-sell.
• Sales Strategy Implementation: develop and execute detailed account plans.
• Collaborative Selling: work with internal teams to support accounts.
• Market Expertise: stay informed on trends and competitive offerings.
• Continuous Development: stay current with AVEVA products and sales methods.
• Customer Engagement: deliver compelling presentations addressing business needs.
• Issue Management: address customer issues with internal teams.
• Pipeline Management: use Salesforce and MEDDPICC to forecast and report.

Conhecimentos

SaaS sales

Account management

New business development

Pipeline management

Cross-functional collaboration

Relationship building

Ferramentas

Salesforce

Descrição da vaga

Job Description

AVEVA is creating software trusted by over 90% of leading industrial companies. Salary Range: $104,400.00 - $174,000.00 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.

Job Title: Growth & Territory Account Manager

Location: Northeast Territory

Employment Type: Full-Time

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.
• Personable, trustworthy, and able to inspire confidence in clients.
• Highly self-motivated, proactive, and results-oriented.
• Organized and detail-focused, with the ability to manage multiple tasks simultaneously.
• Creative, curious, and open to feedback and continuous learning.

Other Requirements:

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

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.

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, and 401K. It’s possible we’re hiring for this position in multiple countries, in which case the above benefits apply to the primary location. Specific benefits vary by country, but our packages are similarly comprehensive.

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.

Background checks

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.

Equal Opportunity

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.

Empowering you with pioneering tech

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.