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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.