Enterprise Account Manager

Enterprise Account Manager – Full‑time

The Enterprise Account Manager is responsible for developing and managing strategic relationships with major European companies, driving new business growth across AVEVA’s suite of products and services. The role involves owning 2–3 large, complex accounts, pursuing opportunities within and beyond these accounts, and proactively building new champions and stakeholders in complex environments.

Key Responsibilities

• Account Management: Develop and maintain strong relationships with key stakeholders within each account, expanding the network deeper and wider across the customer organization.
• Aggressive New Business Acquisition: Proactively identify and engage new customers and buying centers through consistent prospecting, outreach, and champion-building, securing net‑new business with organizations not currently using AVEVA solutions.
• Proactive Account Growth: Drive upsell and cross‑sell opportunities within existing accounts by uncovering whitespace, engaging new influencers, and initiating conversations that lead to new investment areas.
• Sales Strategy & Prospecting: Create and execute detailed account plans that include structured prospecting and clear strategies for breaking into new divisions, functions, or regions.
• Customer Engagement: Act as the primary point of contact, addressing needs, driving engagement, and maintaining high‑touch coverage to identify new opportunities early.
• Solution and Value Selling: Work closely with internal teams to articulate compelling value propositions and deliver tailored solutions that address customer challenges.
• Market Expertise: Stay informed about industry trends, customer priorities, and competitive dynamics to position AVEVA’s solutions as essential and differentiated.
• Pipeline Hygiene & Reporting: Maintain a disciplined, high‑quality pipeline using Salesforce and MEDDPICC methodology, providing accurate forecasting and visibility into prospecting activity and account performance.
• Cross‑Functional Coordination: Coordinate all AVEVA touchpoints globally—sales, pre‑sales, technical teams, services, marketing, and partners—to drive a cohesive strategy.
• Customer Satisfaction: Ensure a world‑class customer experience through consistent, value‑driven interactions and ongoing success planning.
• Continuous Development: Stay current on AVEVA’s product offerings, sales methodologies, and prospecting techniques through ongoing learning.

Essential Requirements

• Proven experience in enterprise account management or solution‑based direct sales, with a strong ability to penetrate new buying centers and identify opportunities in complex organizations.
• Demonstrated proactive growth mentality, with a track record of proactive prospecting, building new champions, and securing net‑new business.
• Success in complex B2B enterprise software sales, especially in global energy, manufacturing, infrastructure, or related industries.
• Experience leading virtual account teams and orchestrating complex, multi‑stakeholder sales engagements.
• Strong ability to deliver against individual sales targets and close complex software agreements.
• Experience selling SaaS or DaaS (Data‑as‑a‑Service) solutions.
• Excellent communication, negotiation, and relationship‑building skills across multiple organizational levels.
• Fluent in English (written and verbal), with local language proficiency to at least B2.
• Willingness to travel regionally and internationally (approx. 40–50% PA).

Desired Skills

• Experience selling into the CPG sector is beneficial.
• Familiarity with Salesforce and MEDDPICC.
• Additional languages (especially French) are a plus.
• Natural curiosity and the ability to deeply understand customer goals, challenges, and decision criteria.

Background Check Requirement

All successful applicants will undergo a comprehensive background check in accordance with local laws, including verification of educational attainment, employment history, work authorization, and criminal records as required.

Equal Opportunity Employer

AVEVA is an Equal Opportunity Employer and is committed to an inclusive culture. All employees are treated with dignity and respect.