Account Manager

This is a fully remote position, open to applicants in Spain, +1 more country.

📋 Description

• Take ownership of commercial outcomes, which include generating a sales pipeline, advancing opportunities, and achieving Annual Recurring Revenue (ARR) targets for a designated portfolio of accounts.

• Recognize and qualify business-case-driven opportunities for CONNECT platform products through a consultative sales process informed by MEDDPICC methodology.

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

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

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

• Assist in onboarding and deployment strategies to expedite the 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 features.

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

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

• Contribute to the development of commercial models, onboarding methods, and playbooks for scalable growth.

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

⛳️ Requirements

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

• Proven history of owning and achieving ARR targets while closing complex deals.

• Strong sales acumen accompanied by commercial and analytical skills.

• Ability to identify market trends and opportunities, creating dynamic business and account plans.

• Experience in territory planning, value-based selling, stakeholder mapping, and negotiation.

• Well-informed and experienced in Enterprise Software, business drivers, and industry-specific trends.

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

• Proven ability to drive product adoption and account growth post-sale.

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

• Preferred experience in selling to asset-intensive or heavy process industries.

• Familiarity with Salesforce and the MEDDPICC sales framework and/or Challenger or Command of the Message methodologies.

🏝️ Benefits

• Comprehensive background check prior to employment, conducted in compliance with local regulations.

• Equal Opportunity Employer with a commitment to an inclusive workplace culture.

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