Senior Sales Manager

<p><b>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.</b></p><p></p><p><b>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.</b></p><p></p><p><b>If you’re a curious and collaborative person who wants to make a big impact through technology, then we want to hear from you! Find out more at <a href="https://www.aveva.com/en/about/careers/" rel="noopener noreferrer" target="_blank">AVEVA Careers</a>.</b></p><p></p><p><b><span>For more information about our privacy policy and how to manage cookies, visit our </span></b><b><a href="https://www.aveva.com/content/dam/aveva/documents/recruitment/AVEVA-Recruitment-Candidate-Fair-Processing-Notice-2024.pdf" rel="noopener noreferrer" target="_blank">Privacy Policy</a></b><b><span>.</span></b></p><p></p><p><b><span>Job Title:</span></b><span> Senior Sales Manager</span></p><p><b><span>Location:</span></b><span> Frankfurt, Hybrid</span></p><p><b><span>Employment Type:</span></b><span><span> full-time</span></span></p><p><span> </span></p><p><b><span>The job </span></b><span> </span></p><p>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.</p><p>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.</p><p>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.</p><p>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.</p><p><span> </span></p><p><b><span>Key responsibilities</span></b><span> </span></p><ul><li>Directly manage, coach and develop a team of varied Account Managers covering all accounts in the assigned territory</li><li>Promote AVEVA software products and services by managing a team calling on all existing and prospective customers in the territory.</li><li>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.</li><li>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.</li><li>Assist Account Managers with the development and on-going maintenance of overall Territory plans, individual Account Plan and especially a healthy and consistent pipeline.</li><li>Ensure that individuals effectively utilize a wealth of centralized company resources available to help them to be successful.</li><li>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.</li><li>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.</li><li>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.</li><li>Expedite resolution of key customer complaints and problems. Assure that customers are provided/satisfied with complex technical application assistance.</li><li>· 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.</li><