Director Specialist Sales

vor 2 Monaten

Frankfurt am Main, Deutschland Aveva Vollzeit

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.

As product sales Director, MES you will drive MES sales within all relevant industries and customers and regions, you create and own the go to market strategy.

You will motivate & support existing regional sales teams to identify and develop MES opportunities and will identify and engage all relevant stakeholders, from site to HQ.

**Responsibilities**:

- Meet and exceed the desired pipeline quota based MES Portfolio
- Meet or exceed the assigned sales quota based on MES Portfolio.
- Provide domain expertise in the digital manufacturing area
- Direct Sales Pursuits:

- Work with regional sales/ product sales team to acquire new customers
- Support the sales process from strategy thru solution development to proposal generation, contract preparation/ negotiations and close. This also includes
- contract documentation, OPERA preparation, approval, contract booking and software release
- Interactions with regional sales/ product sales/Business leaderships to defining pricing and other opportunity specific strategy
- Demand Generation and Business Development:

- Work with BU/ Regional Marketing to shape Marketing/ Demand Generation initiatives specific to digital manufacturing
- Work closely with AVEVA sales resources to identify new opportunities
- This includes our partners and channels, including but not limited to SE segment sales
- Be the domain expert in at least two of the areas listed above for customer needs, competition, industry trends, etc and have the ability to effectively articulate the value propositions within the software in a compelling fashion.
- Participate/ initiate communication
- marketing events such as trade shows, regional roadshows, Industry Councils or Associations
- Conduct customer facing and internal sales enablement webinars
- Participate/ support regular cadence/ reporting to AVEVA direct sales/ product sales team
- Any other actions/ tasks that may be requested on a time to time basis to meet the overall objective of growing the MES business in assigned markets.
- Customers
- END Users
- AVEVA Sales Leadership Globally
- AVEVA Product Sales Leadership, including Regional Managers
- Applications Business Leadership
- MES R& D Leadership
- MES business analyst
- AVEVA Sales Teams in assigned Market
- Partner/ Channel teams, including
- SE Segment Teams
- SE Account Managers
- Technical/ Pre-Sales Consultants
- BU/ Regional Marketing
- Aveva GEST team
- Order and pipeline growth as measured from AVEVA CRM system [SF]

Skills and Experience
- Demonstrated C-Level client relationship management skills
- Excellent domain knowledge, understanding of business stakes and long-term evolution; customer knowledge & network
- Able to independently demonstrate AVEVA MES Solution
- Strategic thinker with long term vision and growth orientation
- Can demonstrate strong achievement in solution sales
- Pragmatic business focus
- Negotiation skills
- Results oriented
- Excellent communications and interpersonal skills, ability to listen and translate customer needs to business solution
- Professional, assertive and decisive, proactive and self-motivated
- Strong organizational and time management skills
- Show initiative and capability to work without supervision
- Ability to work as part of team
- Fluency in English
- A minimum of 15 years’ experience in Business development/ Account Management in a technology environment
- A minimum 15 years’ experience in business development/ technical sales/ consulting
- Significant sales and/or operational experience
- Significant technical sales and/or operational experience
- Demonstrated experience of consistently meeting sales targets and objectives
- Demonstrated experience in C-level selling
- Demonstrated experience in Solution selling
- Operations technology and enterprise software understanding and experience
- Degree in business management, engineering science discipline and/or significant computer science exposure is desirable.
- Flexible as long as easy to travel
- Percentage of travel: 50%

AVEVA is an Equal Opportunity Employer. We are committed to being an exemplary employer with an inclusive culture, developing a workplace environment where all our employees are treated with dignity and respect. We value diversity and the expertise that people from different backgrounds bring to our business.

Come and join AVEVA to create the transformative technology that enables our customers to engi

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