Account Manager

AVEVA is a global leader in industrial software. Our cutting-edge solutions are used by thousands of enterprises to deliver the essentials of life – such as energy, infrastructure, chemicals and minerals – safely, efficiently and more sustainably.

We’re the first software business in the world to have our sustainability targets validated by the SBTi, and we’ve been recognized for the transparency and ambition of our commitment to diversity, equity, and inclusion. We’ve also recently been named as one of the world’s most innovative companies.

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Job Title: Account Manager

Location: Frankfurt - Hybrid

Employment Type: Full time

The Job  

As an Account Manager specialising in the Growth and Territory Segment, you will be responsible for driving growth by selling AVEVA’s suite of products and services to new and growth customers.   

Your role will be pivotal in expanding AVEVA’s presence in this market, enabling these customers to leverage our agile data platform to manage their engineering and process data as a unified digital twin. You will focus on meeting sales goals while delivering value-driven solutions to new and existing accounts.   

Regular regional travel will be required in this role, with occasional international travel, approx. 50-60 % PA.  

Key responsibilities  

• New Business Acquisition: Your main focus is to identify and engage customers that have not previously used AVEVA solutions, securing new business and expanding our market presence. 

• Account Growth: Develop and nurture relationships with existing customers to drive, upsell and cross-sell opportunities, increasing ARR.  

• Sales Strategy Implementation: Develop and execute detailed account plans, from prospecting and qualifying leads to closing deals, ensuring revenue targets are achieved and forecasts are met.  

• Collaborative Selling: Work closely with internal teams and leverage cross-functional resources to support account management and ensure sales goals are achieved.

• Market Expertise: Stay informed on industry trends, customer needs, and competitive products to effectively position AVEVA’s solutions.  

• Continuous Development: Stay up to date on AVEVA’s product offerings and sales methodologies through ongoing training.  

• Customer Engagement: Deliver compelling sales presentations that address specific business needs, showcasing the value and unique differentiation of AVEVA’s technology.

• Issue Management: Proactively address and resolve customer issues, collaborating with internal teams to ensure satisfaction.  

• Pipeline Management: Use Salesforce and the MEDDPICC sales methodology to manage your sales pipeline, ensuring accurate forecasts and reporting.  

Essential requirements 

• Proven track record in solution-based direct sales, including relationship-building at all levels within client organizations. 

• Business development experience, where your focus is on hunting and securing new customers and business opportunities.

• Demonstrated ability to deliver against an individual sales target.  

• Experienced in selling SaaS or DaaS (Data as a Service) solutions.  

• Demonstrated ability to close complex software and product agreements, owning the entire sales process.  

• Fluent in English, with excellent written and verbal communication skills and the local language to a minimum level of B2.  

• Strong interpersonal and relationship management abilities, able to engage effectively with various stakeholders.  

• Ability to work both independently and collaboratively within a team environment.  

Desired skills 

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

• Familiarity with Salesforce and the MEDDPICC sales framework.  

Commercial