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Job Title: Senior Sales Manager
Location: Frankfurt, Hybrid
Employment Type: full-time
The job
The Senior Sales Manager will lead a team of Account Managers to drive strategic growth and grow customer relationships across a defined regional territory, and across a diverse portfolio of customers, managing both new business development and existing accounts.
You’ll be responsible for expanding AVEVA’s market presence, deepening customer relationships and expanding the customer base, identifying new business opportunities, and delivering tailored solutions through multiple go-to-market strategies, delivering revenue targets through effective coaching, territory planning, and cross-functional collaboration.
In addition to driving sales performance, the Senior Sales Manager will oversee a sales team—monitoring performance, providing coaching, and ensuring targets are met. The role also involves gathering customer feedback, conducting market research, and delivering strategic insights and reports to senior leadership. Staying informed on product developments, competitor activity, and market trends is essential.
This role requires a proactive leader with strong industry insight, sales expertise, and the ability to navigate complex B2B environments. With regular regional travel (approx 30-40% PA), you’ll play a pivotal role in shaping AVEVA’s success in key European markets.
Key responsibilities
1. Directly manage, coach and develop a team of varied Account Managers covering all accounts in the assigned territory
2. Promote AVEVA software products and services by managing a team calling on all existing and prospective customers in the territory.
3. Develop and manage the account team through frequent and direct engagement of the team, individually and collectively, with a strong emphasis on establishing expectations and priorities to ensure individual and team success.
4. Coach individual Account Managers on effective use of CRM, achieving goals which include software license sales, maintaining an active and healthy pipeline, and managing all aspects of their accounts such that on-going maintenance and services revenues are collected.
5. Assist Account Managers with the development and on-going maintenance of overall Territory plans, individual Account Plan and especially a healthy and consistent pipeline.
6. Ensure that individuals effectively utilize a wealth of centralized company resources available to help them to be successful.
7. Engage directly with customers, both existing and new, ensuring that AVEVA develops and maintains a broad and deep set of relationships, upon which our success is dependent.
8. Establish and maintain relationships and develop sponsorship with key management and decision makers within the customer organization, especially when regarding to accounts and deals overseas.
9. Working with the VP of the Market and the Director of Marketing, coordinate marketing and business development activities for the region such as industry events and regional seminars, guaranteeing its positive impact in the Sales results.
10. Expedite resolution of key customer complaints and problems. Assure that customers are provided/satisfied with complex technical application assistance.
11. · Leverage AVEVA global alliances (e.g., Microsoft, SAP, IBM, Accenture) and local partner relationships that can positively influence the purchase of AVEVA products and services on projects in territory and worldwide.
12. Develop and maintain a sufficient knowledge of AVEVA’s core industries (Utilities, Oil & Gas, Chemicals, Metals & Mining, Paper, and Life Sciences) and stay current with their trends and issues to effectively align and apply AVEVA’s technologies to meet customer’s business goals.
13. Maintain and develop the customer pipeline following the stage-gate forecasting protocols and maintain all activity within AVEVA's CRM solution, including completing accurate forecast management.
14. Maintain personal knowledge and skill levels with AVEVA products and sales support applications according to guidelines established by AVEVA through recurrent annual training within the Company or designated external resources.
15. Be a leader by example applying the expected and proper activity, behaviour, common sense and discipline in all dimensions of the work.
16. Practice financial management consistent with company guidelines managing budgets using company systems, and tools in a timely manner.
Essential requirements
17. Industry knowledge pertinent to the territory (e.g. in one or more industries: Utilities, Oil & Gas, Chemicals, Metals & Mining, Paper, Life Sciences)
18. Significant direct sales experience – specifically within complex, B2B Enterprise Software.
19. Significant sales management experience in DACH/CEE markets
20. Excellent leadership, coaching and team management skills
21. Familiarity with Salesforce and the MEDDPICC sales framework.
22. Fluent in English, with excellent written and verbal communication skills and the local language (German) to a minimum level of C1.
Desired skills
23. Engineering degree in Chemical, Electrical, Mechanical or related field
24. Other local language skills is advantageous
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.
If you're passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team.
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