29 ott - Italia
Aveva Group
Overview
In this role you drive ARR growth for AVEVA CONNECT by shaping how the platform is sold and adopted. You lead a cross-functional sales effort, engaging senior stakeholders to build winning coalitions and accelerate time-to-value for customers. You’ll influence go-to-market actions, product-market fit, and post-sale expansion to create lasting customer value. This is a high-impact position at a fast-moving, enterprise-focused software company with a strategic growth platform.
Responsabilità
- Own commercial outcomes for a portfolio of target accounts, including pipeline, progression, and ARR
- Identify and qualify opportunities for CONNECT using MEDDPICC-informed selling
- Engage senior technical and business stakeholders to build buying coalitions
- Drive land-and-expand SaaS/Cloud deals with value-driven negotiations
- Support onboarding and deployment strategies to accelerate time-to-value
- Develop usage and expansion plans with customers and internal teams
- Influence post-sale expansion by championing new use cases and capabilities
- Serve as customer advocate to shape roadmap, pricing, and support
- Capture customer insights to improve product-market fit and GTM messaging
- Collaborate with product, marketing, CS, partnerships, enablement, and regional teams
Requisiti fondamentali
- Experienced in direct enterprise B2B SaaS or Cloud software sales
- Proven track record delivering ARR targets and closing complex deals
- Strong commercial and analytical skills for market insights, planning, and negotiation
- Experience with Enterprise Software in industries served by AVEVA (O&G;, infrastructure, manufacturing, etc.)
- Experience driving product adoption and account growth post-sale
- Cross-functional collaboration
- Strategic prospecting
- Value-based selling
- Salesforce familiarity
- MEDDPICC framework knowledge
- Challenger or similar messaging approaches (optional)
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