Job Description

AVEVA is a global leader in industrial software. Our cutting-edge solutions are used by thousands of enterprises to deliver the essentials of life \xe2\x80\x93 such as energy, infrastructure, chemicals and minerals \xe2\x80\x93 safely, efficiently and more sustainably.

We\xe2\x80\x99re the first software business in the world to have our sustainability targets validated by the SBTi, and we\xe2\x80\x99ve been recognized for the transparency and ambition of our commitment to diversity, equity, and inclusion. We\xe2\x80\x99ve also recently been named as one of the world\xe2\x80\x99s most innovative companies.

If you\xe2\x80\x99re a curious and collaborative person who wants to make a big impact through technology, then we want to hear from you! Find out more at https://www.aveva.com/en/about/careers/ Purpose Primary purpose for this role is to achieve market penetration and growth objectives within the pre identified target markets. Operating in a strategic business development remit; the role requires the Industry Leader to be operating at the leading edge of the sales process and positions the full AVEVA value proposition: Engineering and Operations tailored to the specific industry; addressing total asset lifecycle from feasibility to decommissioning. Success in this role will require creating and developing personal networks with the industry, presenting AVEVA as an Industry SME both internally and externally working with peer stakeholders in product strategy, industry marketing, R&D and field sales championing the winning of target lighthouse engagements. The Industry Leader provides thought leadership for the respective industry segment and leads a team of Industry Experts. Reporting Line Reports to SVP Operations Business Unit Sales Dimensions & Key Working Relationships The objective for this role is to drive AVEVA\xe2\x80\x99s business globally in the target market, and will require identification, positioning and penetration of target Industries; working with several parties including sales execution resources, Industrial partners and ecosystem and strategic partners. AVEVA Solution Sales: To support AVEVA Solution Sellers with industry tailored messaging and value proposition, coaching sales teams in key pursuits on market drivers and dynamics, supporting in person where opportunity represents strategic spearhead. Being the respected expert in the Industry Segment and comfortable to represent AVEVA at the C-Level. Schneider Electric: For qualified multi-regional pursuits with Schneider-Electric, this role will be relied upon to provide leadership and guidance and in some cases, be entrusted to lead the engagements for AVEVA. This will require strong collaboration with Schneider Electric and AVEVA Stakeholders for successful outcomes for both organizations. Strategic Partners: Supporting partner management team in establishing go to market with strategic partners / global systems integrators to compliment and accelerate penetration of target industries. AVEVA Business Lines & Portfolio Strategy: This role will help define the key areas for AVEVA to focus on based on market dynamics and industry trends. As this senior leader is expected to be in close contact with the market, the industry analysts and the customers, they are in a position to provide additional feedback into Business Units and Strategy to provide insights on key investment focus for the Owners, EPCs and technology shifts within the market. Key Responsibilities & Activities Develop and maintain Industry specific business plan defining multi-year growth objectives, calling out lighthouse target accounts and engagements Work with Market VP\xe2\x80\x99s to identity target customer and prioritize prospects in key industry engagements in their defined territory Work with Solution Sellers and Technical Sales Consultants to pursue and develop a pipeline of whitespace opportunities Lead customer engagements with Schneider Electric Pursuit organization to drive new revenue from target industry Represent AVEVA in industry forums and think tanks where digital transformation is driving change in business models within our customer base. Provide feedback and reports to business teams as required to further refine our strategy for increased business growth and market penetration. Lead a team of Industry Experts who provide domain specific sales support, business development and thought leadership Metrics ACV Attainment against industry target Lead generation & pipeline coverage metrics against industry Penetration of targeted lighthouse accounts and transformational use cases Competencies Required Strong experience in working in a software company interacting with Sales, Pre-Sales, Marketing and Portfolio Strategy Strong understanding of the AVEVA portfolio and the competitive landscape of solution providers Understanding of the ecosystem of hardware providers for industrial automation within the different AVEVA verticals Ability to work cross-functionally, cross-business to drive growth within the assigned vertical or geography Ability to manage and lead cross-functional teams to deliver on customer business requirements Very strong verbal and written communication skills Strong presentation skills Work Experience & Education Minimum 15 years of experience in sales management, business development and/or accountable customer value creation / leadership roles Experience in working on the customer side either focuses on driving Smart Cities Infrastructure initiative that includes energy, water /wastewater, transportation, connected assets / objects / machines, facilities, data centers and etc. BS degree in Engineering or Physical Sciences About AVEVA We are the makers of the PI System, the leading operations data management platform in essential sectors, such as power generation and utilities, water, oil and gas, mining, metals, manufacturing, pharmaceutical, facilities, transportation, food and beverage, and more. Every day, industrial professionals in 146 countries rely on the PI System to improve operational performance, protect health and safety, keep the lights on, and make the world run more smoothly. Learn more about how you can make a difference at www.osisoft.com/careers. OSIsoft is now part of AVEVA, a global leader in industrial software, driving digital transformation and sustainability. By connecting the power of information and artificial intelligence with human insight, AVEVA enables teams to use their data to unlock new value. We call this Performance Intelligence. AVEVA\xe2\x80\x99s comprehensive portfolio enables more than 20,000 industrial enterprises to engineer smarter, operate better and drive sustainable efficiency. The company is headquartered in Cambridge, UK, with over 6,500 employees and 90 offices in over 40 countries. AVEVA is an equal opportunity employer and is an affirmative action employer. Adhering to our tenets, we are pathfinders, we are honest, and we respect people: our customers, partners, and especially our employees. We are committed to an inclusive workplace and accept applications without regard to race, religious creed, color, age, sex, sexual orientation, gender identity, gender expression or gender characteristic, national origin, religion, marital status, medical condition, physical or mental disability, military service or veteran status, pregnancy, childbirth and related medical conditions, or any other classification protected by federal, state, and local laws and ordinances. If you have a disability or special need that requires accommodation, please let us know. #LI-LG1

AVEVA requires all successful applicants to undergo and pass a 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.

Come and join AVEVA to create the transformative technology that enables our customers to engineer a better world.

AVEVA