Account Manager

This is a fully remote position, open to applicants in Germany, +2 more countries.

📋 Description

• Take ownership of commercial outcomes, encompassing pipeline generation, opportunity development, and Annual Recurring Revenue (ARR) goals for a designated portfolio of target accounts.

• Identify and qualify opportunities driven by business cases for CONNECT platform products through a consultative sales process informed by MEDDPICC.

• Engage with senior technical and business stakeholders to foster buying coalitions and enhance collaboration.

• Lead and finalize new SaaS/Cloud platform deals utilizing land-and-expand strategies.

• Negotiate commercial terms that reflect value delivered, usage patterns, and strategic alignment.

• Assist in onboarding and deployment strategies to expedite time-to-value.

• Create usage and expansion plans in collaboration with customers and internal teams.

• Influence post-sale growth by advocating for new use cases and capabilities.

• Act as an internal advocate for customers to influence product roadmap, pricing, and support.

• Gather and disseminate customer insights to enhance CONNECT's product-market fit and go-to-market messaging.

• Contribute to shaping the commercial model, onboarding strategies, and playbooks for future scalability.

• Collaborate with product, marketing, customer success, partnerships, sales enablement, and regional sales teams.

⛳️ Requirements

• Proven experience in direct enterprise B2B SaaS or Cloud software sales roles.

• Demonstrated success in owning and achieving ARR targets while closing complex deals.

• Strong sales expertise, along with commercial and analytical skills.

• Ability to recognize market trends and capitalize on opportunities.

• Experience in formulating business and account plans, including territory planning, value-based selling, stakeholder mapping, and negotiation.

• Well-versed and knowledgeable in Enterprise Software and its business drivers.

• Familiarity with sector-specific trends in industries served by AVEVA, such as Oil & Gas, Transmission & Distribution, Water and Wastewater, Infrastructure, Manufacturing, Life Sciences/Pharma, Mining, Metals, and Materials/Marine.

• Experience in driving product adoption and account growth after the sale.

• Background in industrial software, engineering software, or automation is highly preferred.

• Experience in working with or selling to asset-intensive/heavy process industries is preferred.

• Knowledge of Salesforce and the MEDDPICC sales framework, and/or Challenger or Command of the Message methodologies.

• Successful candidates must pass a thorough background check.

• Proof of work authorization may be required as part of the background check.

🏝️ Benefits

• Comprehensive background check prior to employment.

• Equal Opportunity Employer promoting an inclusive culture.

• A workplace environment where all employees are treated with dignity and respect.

• Valuation of diversity and expertise.