VP, Market Sales (US- Northeast)

AVEVA is creating software trusted by over 90% of leading industrial companies.

Salary Range:

$376,900.00 - $628,300.00

This pay range represents the minimum and maximum compensation that the position offers, and final compensation can vary within the range depending on work location, job experience, skills, and relevant educational attainment and/or training. 

*The salary range listed above is inclusive of both a base salary range plus on-target earnings potential

Job Title:

Market Leader – US Northeast

Reports to:

Senior Vice President, Americas region

Job Purpose:

The Market Leader is responsible for driving business performance across the market, with overall responsibility for the management, growth, and direction of the region’s business as well as providing leadership, vision and strategic direction to the team.

The Market Leader will execute the company strategy in the territory, including transformational initiatives such as the move to a subscription business model (including SaaS). They will also develop and execute a holistic market business plan.

Aligning cross-functional teams is paramount to ensuring the highest level of satisfaction of AVEVA customers across the market. Driving the highest level of sales execution standards and work to remove organizational silos by proactively engaging with stakeholders from different functions and geographies.

Duties:

• Drive business performance across the market.

• Execute company strategy in the territory including transformational initiatives, including the move to subscription business model (including SaaS).

• Develop and execute holistic market (territory) business plan. 

• Align cross functional teams to ensure highest level of satisfaction of AVEVA customers across the market.

• Drive highest level of sales execution standards.

• Work on removing organisational silos by proactively engaging with stakeholders from different functions and geographies.

• Develop and drive a market specific strategy for sales.

• Responsibility for the direction and management of all sales within the designated market, including direct sellers, partners, alliances, and channel. 

• Accountability for the management of all functions essential to sales force productivity, including planning, reporting, quota setting and management, sales process optimization, sales training, sales program implementation, and recruiting and selection of sales force talent.

• Maintain key customer relationships and develop and participate in closing strategic opportunities.

• Oversee, mentor, and develop sales leadership across entire market.

• Be a role model for the company culture.

Dimensions

This is a high profile, strategic senior leadership role. The Market Leader reports to the Senior Vice President, Americas, and is a member of the Americas Leadership team. 

The Market Leader will have significant visibility within the AVEVA executive leadership team.  Direct reports include all Regional Sales Directors.

Qualifications and Experience

• Tertiary studies in related fields such as Engineering, Business Administration, Commerce and/or Management. A post-graduate university degree (MBA or similar) is desirable.

• Proven sales experience in enterprise software into relevant core vertical markets, with demonstrable experience in an executive position.

• An evident track record and strong expertise in strategic and analytical thinking, stakeholder partnering, influencing and diplomacy that can be combined and utilised to deliver against objectives and performance goals.

• Proven ability to proactively engage, build relationships and perform at senior executive levels within a global, multi-cultural organisation.

• Established contacts and relationships with potential customers and partners.

• Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.

• Proven evangelical solution sales track record.

• Knowledge and experience with a customer-focused sales methodology and sales pipeline management.

• Experience in using and promoting sales pipeline management applications.

• Experience in a similar role operating in an autonomous capacity is highly desirable.

Person specification

• A strong individual sense of pride, personal initiative, motivation, a