Senior Sales Manager, AVEVA

• Industry knowledge pertinent to the territory (e.g. in one or more industries: Utilities, Oil & Gas, Chemicals, Metals & Mining, Paper, Life Sciences etc)
• Significant direct sales experience – specifically within complex, B2B Enterprise Software, or comparable selling of digital transformation solutions with demonstrable software/cloud exposure
• Comfortable constructively challenging customers and internal stakeholders to progress deals and protect value
• Able to apply strong Benelux market knowledge to shape territory strategy (priority countries/industries/accounts), adapt go-to-market approach by local buying behaviours, and optimise partner coverage
• Excellent leadership, coaching and team management skills
• Familiarity with Salesforce and the MEDDPICC sales framework
• Strong commercial acumen with a track record of driving forecast accuracy, pipeline coverage, and consistent target attainment
• Fluent in English, with excellent written and verbal communication skills and the local language to a minimum level of C1

Desirable

• The Senior Sales Manager will lead a team of Account Managers to drive strategic growth and grow customer relationships across Aveva’s key strategic accounts in the Benelux region
• The role requires strong leadership, commercial acumen, and the ability to influence both customers and internal teams
• You will drive revenue growth and long-term partnerships across AVEVA’s most critical and high-value customers in Benelux
• You’ll expand AVEVA’s footprint within existing accounts, lead complex high-value sales engagements, identify new opportunities, and deliver targets through effective coaching, territory planning, and cross-functional collaboration
• This role requires a proactive leader with strong industry insight, sales expertise, and the ability to navigate complex B2B environments
• With regular regional travel (approx. 30-40% PA), you’ll play a pivotal role in shaping AVEVA’s success in key European markets
• Directly manage, coach and develop a team of varied Account Managers covering strategic accounts in the assigned territory to drive account expansion through upsell, cross-sell, and new business opportunities
• Apply strong Benelux market knowledge (customer buying processes, partner ecosystem, procurement norms and competitive dynamics) to shape territory strategy and drive execution
• Develop and manage the account team through frequent and direct engagement of the team, individually and collectively, with a strong emphasis on establishing expectations and priorities to ensure individual and team success. Set clear performance standards and operating cadence (pipeline hygiene, deal reviews, forecasting discipline), and proactively address performance (including gaps) through coaching and accountability
• Assist Account Managers with the development of Strategic Account Plans and especially a healthy and consistent pipeline
• Partner with Account Managers on late-stage deal strategy, negotiation, and close plans; coach value-based selling and commercial discipline
• Coach individual Account Managers on effective use of CRM, sales processes, pipeline health, and forecasting
• Engage directly with customers. Build and maintain trusted relationships with decision-makers and act as executive sponsor for key customer relationships
• Lead executive business reviews and strategic planning sessions with customers
• Working with the VP of the Market and the Director of Marketing, coordinate marketing and business development activities for the region such as industry events and regional seminars, guaranteeing its positive impact in the Sales results
• Expedite resolution of key customer complaints and problems. Ensure customers receive appropriate technical application support and drive resolution of escalations
• Leverage AVEVA partner ecosystem to scale growth
• Maintain accurate sales forecasts, pipeline, and business data; report on account performance, deal progress and growth opportunities
• Own regional targets across new business, expansion, renewals and pipeline (e.g., ACV/TCV) and drive an operating rhythm to deliver
• Develop and maintain a sufficient knowledge of AVEVA’s core industries (Utilities, Oil & Gas, Power, Chemicals, Metals & Mining, Pharma and Life Sciences) and stay current with their trends and issues to effectively align and apply AVEVA’s technologies to meet customer’s business goals
• Maintain personal knowledge and skill levels with AVEVA products and sales support applications according to guidelines established by AVEVA through recurrent annual training within the Company or designated external resources
• Be a leader by example applying the expected and proper activity, behaviour, common sense and discipline in all dimensions of the work
• Practice financial management consistent with company guidelines managing budgets using company systems, and tools in a timely manner