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Drive new business and sales opportunities for MES and Production Management software across North America and potentially LATAM. Accountable for pipeline generation, executing regional growth strategies, and leading strategic C-level conversations.
Requires 8 to 15 years of software sales experience, with at least 5 years specifically in MES software. A degree in Engineering, Business, or IT is preferred, along with a proven track record of exceeding sales targets.
AVEVA is creating software trusted by over 90% of leading industrial companies.
Job Title: Business Development Manager MES, Americas
Location: Philadelphia, PA
Employment Type: Full-time/ Hybrid
The job
We are looking for a high energy software Business Development Manager with an excellent track record of driving new businesses and developing sales opportunities with MES and Production Management related complex solutions. The remit for the role is primarily North America, with the possibility of expanding to the LATAM region. You will be accountable for generating new business for a specific product segment, reporting to the Business Development Senior Manager, global (MES).
Key responsibilities
Meet or exceed the assigned pipeline generation and sales targets for Operations Execution products in the assigned market(s)
Identify the target market for the growth and recommend the go-to-market strategy such as direct, channel, global alliance partner, etc.
Tailor regional growth strategies initiatives and drive execution leveraging sales and supporting functions (presales, customer success, marketing, etc.)
Ensure business readiness for presales, sales, customer support, service, marketing by escalating the suggestions to the management for the sustainable business growth
Coaching sales on how to sell the assigned products and leading C-Level conversations
Lead strategic sales opportunities by develop and executing the winning strategy involving with various stakeholders like account manager, deal desk, presales, product manager, service, etc.
Conversion of opportunities by working through the direct sales team or channel partner ecosystem
Interactions with regional sales / product sales / leadership to defined pricing and strategy
Drive demand generation and business development activities by working with marketing
Be the domain expert in the areas listed above for customer needs, competition, industry trends, etc. - having the ability to effectively articulate the value proposition for the software in a compelling fashion
Participate / initiate communication for marketing events such as industry events, trade shows, regional roadshows, industry councils or associations
Conduct customer facing and internal sales enablement webinars
Participate / support regular cadence with the AVEVA direct sales, channel sales and business development teams
Essential requirements
Between 8 to 15 years of (software) sales experience, including minimum 5 years of sales experience in MES software
Track record of meeting / exceeding targets within assigned product portfolio across Americas
Deep knowledge of MES and Production Management related software used in process / batch manufacturing environment
Engineering / Business / Information Technology degrees preferred
Time management and ability to prioritize key opportunities / prospects
Excellent communications and interpersonal skills, ability to listen and translate customer needs to business solutions
Demonstrated C-Level client relationship management skills
Strategic thinker with long term vision and growth orientation
Identifying opportunities through strategic planning and execution of the developed plan
Can demonstrate strong achievement in solution sales
Strong (oral and written) communicator with presence and ability to engage across various stakeholders and levels within the organization
Fluent in oral and written English
Desired skills
Entrepreneurship and persuasive by navigating within company, customer and partners to achieve the right outcome
Develop persistence and detailed follow-up
Be an agent of transformation and ability to convince internal stakeholders to change sales approach or sell new solutions
Self-starter with high-energy, independence and proactive
Demonstrates sense of urgency, ability to handle multiple priorities & collaborate with multiple stakeholders
Quick learner who can adapt well in a fast-paced environment by listening, absorbing and quickly applying lessons learned from all inputs
Resonates with culture focused on Impact, Aspiration, Curiosity and Trust
Commercial at AVEVA
Our Commercial team, comprised of over 2,000 dedicated colleagues, is the backbone of our customer relationships and business growth. From industry experts and solution architects to sales, support, success managers, and business operations, everyone shares a common goal: to deeply understand our customers' needs and deliver tailored solutions.
If you're passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team.
Flex work hours, 20 days PTO rising to 25 with service, three paid volunteering days, primary and secondary parental leave, well-being support, medical, dental, vision, and 401K.
It’s possible we’re hiring for this position in multiple countries, in which case the above benefits apply to the primary location. Specific benefits vary by country, but our packages are similarly comprehensive.
Find out more: aveva.com/en/about/careers/benefits/
We work in a hybrid way at AVEVA. Most roles are based at a local AVEVA office, with an expectation of being on-site 50% of your working hours to support collaboration and connection. Some positions are fully office-based depending on the nature of the work, and certain roles that support specific customers or markets may be remote. The working arrangement for this position will be confirmed during the hiring process.
Interested? Great! Get started by submitting your cover letter and CV through our application portal. AVEVA is committed to recruiting and retaining people with disabilities. Please let us know in advance if you need reasonable support during your application process.
Find out more: aveva.com/en/about/careers/hiring-process
AVEVA is a global leader in industrial software with more than 6,500 employees in over 40 countries. 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 are committed to embedding sustainability and inclusion into our operations, our culture, and our core business strategy. Learn more about how we are progressing against our ambitious 2030 targets: sustainability-report.aveva.com/
Find out more: aveva.com/en/about/careers/
AVEVA requires all successful applicants to undergo and pass a drug screening and 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. AVEVA provides reasonable accommodation to applicants with disabilities where appropriate. If you need reasonable accommodation for any part of the application and hiring process, please notify your recruiter. Determinations on requests for reasonable accommodation will be made on a case-by-case basis.
AVEVA is a global leader in industrial software and Industrial Intelligence. Our software powers radical collaboration - connecting people, partners, and ecosystems to trusted information and AI-enriched insights across energy, manufacturing, infrastructure, and beyond - to drive a new way of working and propel industry forward. For over 50 years, AVEVA has helped industries push boundaries and pioneer innovative technologies, like AI and machine learning. Over 20,000 enterprises in over 100 countries rely on AVEVA to help them deliver life’s essentials. Our solutions support the entire industrial lifecycle. Together, our technologies help you harness your industrial intelligence to improve reliability, safety, and profitability. Efficiency and sustainability are core to all we do. Not only do we help customers decarbonize operations, increase circularity, and maximize efficiency by making better use of trusted, connected data, but sustainability is part of how we work every day Learn more at www.aveva.com
Offices: High Cross, Madingley Road, Cambridge, CB3 0HB, GB
