Account Manager

This is a fully remote position, open to applicants in Sweden, +3 more countries.

📋 Description

• Take ownership of commercial outcomes, including generating a pipeline, progressing opportunities, and achieving ARR targets for designated accounts.

• Identify and validate business-case-driven opportunities for CONNECT platform products using a consultative sales approach informed by MEDDPICC.

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

• Drive and finalize new SaaS/Cloud platform deals employing land-and-expand strategies.

• Negotiate commercial terms that align with the value delivered, usage patterns, and strategic alignment.

• Support 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 promoting new use cases and capabilities.

• Advocate on behalf of customers internally to shape the product roadmap, pricing, and support services.

• Gather customer insights to enhance the CONNECT product-market fit and refine go-to-market messaging.

• Inform commercial models, onboarding strategies, and playbooks for future scalability.

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

⛳️ Requirements

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

• Demonstrated success in owning and achieving ARR targets, as well as closing complex deals.

• Strong commercial and analytical abilities, including territory planning, value-based selling, stakeholder mapping, and negotiation skills.

• Knowledge of enterprise software, business drivers, and sector-specific trends within industries served by AVEVA.

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

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

• Experience working with or selling to asset-intensive or heavy process industries such as energy, chemicals, or manufacturing is preferred.

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

• Successful candidates must pass a thorough background check.

• Proof of work authorization may be necessary during background checks.

🏝️ Benefits

• Comprehensive background check conducted prior to employment, in accordance with local laws.

• An inclusive culture that promotes equal opportunity employment.