Business Development Manager MES - Americas

About this role

AVEVA is creating software trusted by over 90% of leading industrial companies.

Salary Range: $218,700.00 - $438,500.00 This pay range represents the minimum and maximum compensation that the position offers, and final compensation can vary within the range depending on work location, job experience, skills, and relevant educational attainment and/or training.  

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.  

Find out more: https://www.aveva.com/en/about/careers/  

USA Benefits include: 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/

Hybrid working 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 posi

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