VP, Enterprise Accounts

Job Title:  VP, Enterprise Accounts

Location:  Philadelphia, Chicago, Washington

Employment Type: Full Time 

Pay Range: $376,900.00 - $628,300.00

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. 

*The salary range listed above is inclusive of both a base salary range plus on-target earnings potential.

The job  

The VP, Enterprise Accounts is responsible for driving business growth and performance within the region. This role provides strategic leadership and vision for the development, management, and expansion of the region’s enterprise account business while guiding and motivating the team to execute the company's broader strategic initiatives.

The leader will be responsible for driving the development and execution of a comprehensive business plan for enterprise accounts and ensuring alignment across cross-functional teams to meet customer needs. A core element of the role is fostering collaboration to eliminate organizational silos and improve overall sales execution and customer satisfaction.

Key responsibilities 

• Lead and drive business performance across the region by executing the company’s strategy in enterprise accounts, focusing on transformational initiatives such as the shift to a subscription business model (including SaaS).
• Develop and implement a holistic enterprise accounts market business plan aligned with regional goals.
• Align and coordinate cross-functional teams to ensure maximum customer satisfaction for AVEVA clients across the region.
• Establish and uphold the highest standards for sales execution, ensuring effective sales processes are in place.
• Remove organizational silos by proactively engaging stakeholders across functions and geographies.
• Develop and execute a tailored regional strategy for enterprise accounts.
• Oversee the direction and management of all enterprise accounts in the region, managing the enterprise account team.
• Lead all functions essential to sales force productivity, including planning, quota setting, sales process optimization, forecasting, reporting, training, and talent recruitment.
• Cultivate and maintain key customer relationships, contributing to closing strategic opportunities.
• Mentor and guide sales leadership, helping to develop future leaders within the organization.
• Serve as a role model for AVEVA’s company culture, fostering a collaborative, results-driven environment.

Essential requirements 

• Tertiary qualification in related fields such as Engineering, Business Administration, Commerce, or Management. A post-graduate degree (MBA or similar) is preferred.
• Proven experience in enterprise software sales, particularly in core vertical markets, with a demonstrated track record in an executive leadership position.
• Strong expertise in strategic and analytical thinking, stakeholder management, and influencing at senior levels.
• Proven ability to build and maintain relationships with senior executives within a global, multicultural environment.
• Established network of contacts and relationships with potential customers and partners.
• Exceptional consultative selling skills and experience in managing complex sales cycles.
• Deep understanding of sales methodologies, pipeline management, and the use of sales tools to drive performance.
• Experience in a similar autonomous leadership role is highly desirable.

Desired skills 

• Highly motivated with a strong sense of initiative and ambition for continuous personal and professional development, with an interest in advancing within AVEVA’s leadership pipeline.
• Passion for developing talent and fostering a culture of coaching and mentoring to ensure the highest performance from teams.
• Knowledgeable about industry best practices and the latest trends in industrial software, with a clear understanding of how these developments relate to customer business priorities.
• Excellent attention to detail, critical thinking, and the ability to lead teams toward achieving challenging goals while maintaining motivation and focus.
• Strong communication skills (written, verbal, and listening), with a high degree of diplomacy, tact, and problem-solving ability.
• Results-oriented and customer-centric, with a keen focus on delivering high-impact solutions.
• An additional language such Spanish, Portuguese or French would be beneficial

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/