Enterprise Account Manager

Job Title: Enterprise Account Manager

The Job

The Enterprise Account Manager will be responsible for developing and managing strategic relationships with major European companies while aggressively driving new business growth across AVEVA’s suite of products and services. In this role, you will own 2–3 large, complex accounts and actively pursue new opportunities both within these accounts and with organizations not yet using AVEVA solutions.

This position requires you to be highly proactive in identifying whitespace, building new champions, engaging new stakeholders across the customer landscape, and opening doors in complex environments. You are energized by uncovering new revenue streams, not afraid to make cold or warm outreach, and persistent in shaping demand in accounts where opportunities are not yet obvious.

Success in this role requires a strong growth mindset, strategic thinking, and the ability to create and execute value-driven engagement strategies across AVEVA’s portfolio. Regional travel and occasional international travel (approx. 40–50% PA) will be required.

As a trusted advisor, you will develop deep relationships across all levels of your customers’ organizations, mapping influence networks, identifying new sponsors, and crafting business cases that highlight AVEVA’s strategic impact. Your commercial acumen and analytical skills will help refine account plans, uncover blind spots, and accelerate revenue. This is a high-impact role for someone who thrives in complex enterprise environments and is motivated by creating new opportunities, not just managing existing ones.

Key responsibilities 

• Account Management: Develop and maintain strong relationships with key stakeholders within each account while continually expanding your network deeper and wider across the customer organization.

• Aggressive New Business Acquisition: Proactively identify and engage new customers and new buying centers through consistent prospecting, outreach, and champion-building. Secure 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. Provide 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 & French (written and verbal).

• 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 are a plus.

• • Natural curiosity and the ability to deeply understand customer goals, challenges, and decision criteria.