Director of Commercial Demand Generation, AVEVA
Salary not provided
Expert level
London
Office located in Cannon Street, London
Industrial software
Be an early applicant
Industrial software
1001+ employees
B2BArtificial IntelligenceInternet of Things
Be an early applicant
Salary not provided
Expert level
London
Office located in Cannon Street, London
1001+ employees
B2BArtificial IntelligenceInternet of Things
Company mission
To spark ingenuity to drive responsible use of the world’s resources
Role
Who you are
- This role is ideal for a dynamic leader who thrives in a fast-paced environment and is passionate about enabling sales teams to achieve their best results
- Proven experience in sales enablement, demand generation, or a related field
- Enablement - Strong understanding and execution experience in strategic sales enablement and known for driving sales pipeline via enablement and support. Prior experience in leading the design and launch of commercial sales plays/kits is an advantage
- Tools and Analytics – Strong understanding and execution experience in sales enablement tools with expert proficiency in Highspot a strong plus. Good understanding of analytics/reporting is also required
- Programm and Change management – strong programme management skills with good abilitiy to assess the change impacts and associated change tactics to embed new ways of working within the sales teams
- Cross-Functional Management and Collaboration - Ability to break down complex problems in a simplified way whilst applying creative thinking and innovation by tying together cross-functional teams to deliver for company. Experience managing offshore hubs is also highly desirable
- Best practice – adopt practices and procedures closer to relevant industry best practices; where possible and where consistent with other business priorities
- Leadership – proven management and leadership capabilities, driving towards goals and targets and fostering a culture of diversity, inclusion, high performance and successful delivery
- Ability to build consensus and manage diverse, group-wide stakeholders through influence
- Excellent Stakeholder Management and Impact at all levels
- Strong execution focus with a clear ability/track record in translating requirements into deliverables
- Strong ability to inspire teams and manage ambiguity
What the job involves
- Reports To: VP, Commercial Enablement
- The Commercial Demand Generation function is responsible for designing, managing, and executing a comprehensive program to drive new pipeline creation across various regions and markets
- This role is pivotal in crafting effective sales plays, launching demand generation initiatives in the field, and gamifying execution to maximize engagement and results
- The leader will ensure a unified governance process to maintain consistency and efficiency across all activities including creating a balanced pipeline generation source model, robust analytics to track effectiveness and coverage
- While this role does not involve direct sales ownership, it plays a crucial role in enabling the sales team to achieve their targets
- Design and manage demand generation programs that align with regional and market-specific needs by coordinating with global and regional teams to tailor programmes to local requirements and opportunities. Ensure the successful implementation and execution of demand generation programs
- Develop and refine sales plays in collaboration with product marketing and sales teams. Oversee the launch and rollout of new sales plays, ensuring alignment with strategic goals including crafting a strong training and enablement plan for sales teams on the execution of sales plays and being pitch perfect
- Implement gamification strategies to drive engagement and competition among sales teams. Track and analyze participation and performance data to refine gamification tactics
- Establish and manage a governance and reporting framework to ensure consistency and compliance across all programs. Regularly review and update governance policies to reflect best practices and organizational changes
- Act as a liaison between sales teams and other departments to ensure alignment and collaboration. Gather feedback from stakeholders to continuously improve demand generation programs
- Measures of Success:
- Increased pipeline coverage, quality and health, through demand generation programmes, across all regions, markets and portfolio lines. Good sales velocity in the pipeline created to ensure the pipeline is strong and reliable
- Successful evolution of the overall sales and commercial demand generation practices, building a culture of consistent pipeline generation
- Successful delivery of enablement programmes designed to improved pipeline generation, pipeline execution or general sales development
- Key Working Relationships:
- Sales and Account Management
- Product Sales and Presales
- Renewals and Success Management
- Product, Portfolio and Business Units
- Marketing and SDR/LDR
- Commercial Operations, Service, Finance, IT/Technology
- Vendors and Consultants
Salary benchmarks
Our take
Founded in 1967 as a UK research institute for the development of computer-aided design, AVEVA has since grown to become a world leader in industrial software with its products used by over 20,000 companies worldwide. Primarily focusing on energy, infrastructure and manufacturing sectors, it has also expanded into numerous other industrial applications, and its clients include enterprises such as Danone, GlaxoSmithKline and Borg.
AVEVA is making history with its collaboration with Meridian Energy Group on the Davis Refinery, the first full-conversion refinery in the US since 1976. This project sets a new standard in sustainability by achieving net-zero Scope 1 and Scope 2 carbon emissions through renewable biofeedstock. AVEVA's CONNECT platform and EPC .0 solutions are crucial for providing real-time visibility and seamless data management throughout the refinery's lifecycle.
Alongside this, AVEVA's new hybrid cloud MES solution highlights its commitment to advancing industrial technology. This launch allows companies to manage production data more effectively and gain insights through AI and analytics, reinforcing AVEVA's leadership in digital transformation and promoting more agile, efficient, and eco-friendly manufacturing processes.
Steph
Company Specialist
Insights
Company
Company benefits
- Time off: 28 days of annual leave, plus bank holidays. You can also buy/sell five days a year
- Emergency leave: Five days a year to use when unexpected or urgent events make it impossible to work
- Hybrid working: The default option for employees is a 3:2 split between the office and working from home. Some positions are fully remote and others are fully office-based—refer to the job listing for specific details
- Parental leave: Maternity leave comprises 18 weeks at full pay, followed by 21 weeks statutory pay and 13 weeks unpaid. Paternity leave is two weeks at full pay. Pension contributions and benefits are maintained throughout
- Workplace nursery scheme: Pay for your child’s nursery directly through payroll, saving tax and NI contributions
- Electric care lease: Use your flexible benefits fund to subsidize the pre-tax leasing of a brand-new electric or ultra-low-emission car
- Shopping vouchers: Use your flexible benefits fund on discounts and vouchers for many major retail, tech and restaurant chains
- BUPA private healthcare: BUPA healthcare is a core benefit for employees. Use your flexible benefits fund and/or salary sacrifice to add family members
- Anonymous counselling: Through our Modern Health benefit, employees and their dependents over 13 are eligible to use our mental health app and receive unlimited counselling and coaching each year
- Dental insurance: Use your flexible benefits fund to cover preventative and restorative treatment. You can also add coverage for family members
- Cycle to work: Buy a brand-new bike and save 25–40% on retail price thanks to tax savings
- Gym membership: Use your flexible benefits fund to discount a membership to a major gym chain
- Bonus: Based on a combination of your own performance and AVEVA’s financial results
- Pension: Use your flexible benefits fund to increase the standard employer contribution. You can also route your bonus directly into your pension, saving tax and NI
- Income protection: Secure a reliable income if you’re unable to work due to long-term sickness or injury
- Life assurance: In the event of your death, your loved ones will receive a lump sum
- Charitable giving: The Action for Good program gives you three days of paid volunteering every year, as well as match funding opportunities. You can also use your flexible benefits fund to give to charity pre-tax
- Professional development: Access to LinkedIn Learning gives you the chance to grow your knowledge and skills, while AVEVA’s extensive mentorship network allows you learn from colleagues across the company
- Education support: After one year with AVEVA, you can apply for support towards a relevant course or qualification. AVEVA will reimburse up to 70% of the cost
- Service recognition: Whether you’ve been with us for 12 months or 50 years (it’s happened!), the AVEVAversary program rewards you during milestone years with cash and time off. We also recognize your contributions by planting a tree in the AVEVA Forest, our global forest of recognition
Company HQ
Cambridge, UK
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