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About the Role
AVEVA is seeking a Sales Director based in Tokyo to lead one of our Japan sales teams, reporting to the Market Leader Japan (VP Sales). We are looking for a seasoned sales leader with a proven track record of building and transforming go-to-market sales teams, improving sales process and cadence, and strengthening team culture.
Responsibilities
- Develop and execute market sales strategies in alignment with global targets, KPIs, and metrics
- Lead, develop and retain a high-performing team of Account Managers
- Collaborate with cross-functional stakeholders involved in the sales process (legal, finance, contract admin, services, technical support, presales)
- Transform and solidify the Account Managers’ sales approach in accordance with MEDDPIC methodology
- Build and sustain a team culture aligned with AVEVA Values: Impact, Aspiration, Curiosity, and Trust
- Drive a disciplined operating cadence (pipeline reviews, forecast calls, QBRs, account planning, etc.), ensuring strong CRM adoption and data quality
- Drive deal strategy and commercial outcomes in alignment with company metrics and governance
- Deliver revenue growth across Japan by expanding existing accounts and driving new logo acquisition
- Mentor and coach sales team members to develop their selling skills
- Champion sales enablement activities for specific solution areas partnering with solution strategy and sales excellence teams
- Build and maintain executive relationships with key customers to drive retention, expansion, and multi-year growth
Requirements
- 10+ years of experience in enterprise software sales / account management / business development roles, serving industrial verticals and domains at an end-user level ranging from Oil & Gas or Chemical, to Marine and EPC (Engineering, Procurement & Construction)
- Demonstrated ability to develop and communicate a clear sales vision and influence stakeholders through insight-led selling and thought leadership
- Proven ability to lead in a matrix organization and mobilize cross-functional teams to progress opportunities and close deals
- 5+ years of experience in change management (implementation of new sales models and techniques, sales culture transformation projects)
- Strong, hands-on experience implementing and coaching modern sales methodologies (MEDDPIC preferred) is essential
- Effective communicator with the ability to clearly convey strategies, ideas and issues across all levels within the organization and across different work streams
- Strong leadership experience in leading a sizable sales organization, and proven track record in developing a team culture that is aligned with company values
- Strong sales management experience in the use of CRM (such as Salesforce) and tools to provide clear visibility of sales cadence
Skills
- Sales
- Account Management
- Business Development
- Change Management
- MEDDPIC
- CRM (Salesforce)
- Japanese
- English
Location
- Tokyo, Japan
Work Type
- Hybrid working
Experience Level
- 10+ years of experience in enterprise software sales
- 5+ years of experience in change management
Education Level
- Bachelor’s degree or equivalent professional experience preferred
Benefits
- Flex working hour system
- 22 days annual leaves
- Parental leave
- Additional leaves
- Relo Club employee benefits
- Well-being support
- Life insurance
- Pension
- Company’s gift
- Education support
About the Company
- AVEVA is a global leader in industrial software with more than 6,500 employees in over 40 countries.
- Our cutting-edge solutions are used by thousands of enterprises to deliver the essentials of life – such as energy, infrastructure, chemicals, and minerals – safely, efficiently, and more sustainably.
- We are committed to embedding sustainability and inclusion into our operations, our culture, and our core business strategy.
Equal Opportunity
- AVEVA is committed to recruiting and retaining people with disabilities.
- 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.
- AVEVA provides reasonable accommodation to applicants with disabilities where appropriate.
- If you need reasonable accommodation for any part of the application and hiring process, please notify your recruiter.
- Determinations on requests for reasonable accommodation will be made on a case-by-case basis.