Sales Director - Growth and Territory
Apply locations Brisbane, Australia time type Full time posted on Posted Yesterday job requisition id R009350
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.
If you’re a curious and collaborative person who wants to make a big impact through technology, then we want to hear from you!
Sales Director – Growth & Territory, Pacific
The Sales Director will manage the team of Account Managers in the Pacific region reporting to VP, Pacific. The incumbent will be responsible for growing sales in Pacific and to transform from product sales into solution sales in accordance with AVEVA sales methodology.
Responsibilities:
* Development and execution of the market sales strategy in alignment with global targets, KPIs and metrics
* Leadership of Sales Team for Growth & Territory Accounts
* Collaboration with other functions involved in the sales process (Legal, Finance, contract admin, services, technical support, presales)
* Transformation of the account managers sales approach in accordance with MEDDPIC methodology
* Team culture alignment in accordance with AVEVA Values
* Strategizing AVEVA’s footprint growth by identifying white space as well as competition install base. Plan for Demand Generation activities in collaboration with marketing and Product Specialist and inside sales teams.
* Regular sales cadence
* Commercial model development and execution within required company commercial metric
* Growth of sales across the market
* Reviewing the business pipeline with the team and providing accurate forecast to the management.
* Ensure sales team is passionate about learning to develop their selling skills, understanding of the nature of the customer’s problems and an ability to reframe these problems to the solutions AVEVA provides.
* Develop long term relationships with C level Executives and key decision makers. Coaching team to become a trusted advisor to clients.
Knowledge, Skills & Experience Required:
* Bachelors’ Degree Level, Masters or PhD in Engineering, Business, Information Technology or any relevant field.
* Well established sales leader with a proven track record with over 15 years’ experience in a direct sale, account management environment ideally selling software solutions serving, O&G, Plant Owner Operators, EPC’s and /or Design consultants or B2B solutions with long sales cycles. You will have at least 5 years’ experience in a sales team management role.
* Self-starter who sets aggressive goals and is driven to succeed both personally and professionally.
* Ability to lead and learn in a fast-paced environment and capture quick wins to drive early momentum.
* Assertive sales leadership with ability to lead & coach sales teams by outlining compelling winning sales strategies and tactics at C-Level and functional management level.
* Analytical approach to the market
* Strong C-level customer acumen and gravitas
* Ability to work with all levels of an organization and to coach team in this skill.
AVEVA requires all successful applicants to undergo and pass a comprehensive background check before they start employment. Background checks will be conducted in accordance with local laws and may, subject to those laws, include proof of educational attainment, employment history verification, proof of work authorization, criminal records, identity verification, credit check. Certain positions dealing with sensitive and/or third party personal data may involve additional background check criteria.
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 engineer a better world.
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