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Job Title: Senior Sales Manager
Location: Frankfurt - Hybrid
The job
The Senior Sales Manager will lead a team of Strategic Account Managers to drive strategic growth and grow customer relationships across Aveva’s key strategic accounts in the CEE region. The role requires strong leadership, commercial acumen, and the ability to influence both customers and internal teams.
You will be responsible for driving revenue growth and long-term partnerships across AVEVA’s most critical and high-value customers in CEE and for expanding AVEVA’s market presence, deepening customer relationships and expanding the Aveva footprint within the existent customer base, leading complex, high-value sales engagements, identifying new business opportunities, and delivering revenue targets through effective coaching, territory planning, and cross-functional collaboration.
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 strategic accounts in the assigned territory to drive account expansion through upsell, cross-sell, and new business opportunities
2. Promote AVEVA software products and services
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. Assist Account Managers with the development of Strategic Account Plans and especially a healthy and consistent pipeline.
5. Coach individual Account Managers on effective use of CRM, sales processes, pipeline health, and forecasting.
6. Engage directly with customers. Build and maintain trusted relationships with decision-makers and act as executive sponsor for key customer relationships.
7. Lead executive business reviews and strategic planning sessions with customers.
8. 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.
9. Expedite resolution of key customer complaints and problems. Assure that customers are provided/satisfied with complex technical application assistance.
10. Leverage AVEVA partner ecosystem to scale growth
11. Maintain accurate sales forecasts, pipeline, and business data. Report on account performance, deal progress, and growth opportunities
12. Develop and maintain a sufficient knowledge of AVEVA’s core industries (Utilities, Oil & Gas, Power, Chemicals, Metals & Mining, Pharma 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 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.
14. Be a leader by example applying the expected and proper activity, behaviour, common sense and discipline in all dimensions of the work.
15. Practice financial management consistent with company guidelines managing budgets using company systems, and tools in a timely manner.
Essential requirements
16. Industry knowledge pertinent to the territory (e.g. in one or more industries: Utilities, Oil & Gas, Chemicals, Metals & Mining, Paper, Life Sciences)
17. Significant direct sales experience – specifically within complex, B2B Enterprise Software.
18. Significant sales management experience in DACH/CEE markets
19. Excellent leadership, coaching and team management skills
20. Familiarity with Salesforce and the MEDDPICC sales framework.
21. Fluent in English, with excellent written and verbal communication skills and the local language (German) to a minimum level of C1.
Desired skills
22. Engineering degree in Chemical, Electrical, Mechanical or related field
23. Other local language skills are 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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