Territory Sales Manager, Southeast Asia

AVEVA is a global leader in industrial software. 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’re the first software business in the world to have our sustainability targets validated by the SBTi, and we’ve been recognized for the transparency and ambition of our commitment to diversity, equity, and inclusion. We’ve also recently been named as one of the world’s most innovative companies.

Territory Sales Manager, South East Asia

Location: Singapore / Kuala Lumpur, Malaysia / Bangkok, Thailand

Region: SE Asia

Who are you?

We are looking for a high energy software sales leader with an excellent track record of delivering results in the SMB / territory space by deploying data & rigorous sales processes, leading a team of territory managers and working closely with the marketing & channels teams. You will be accountable for delivering the sales targets for the territory segment. You will report to the VP, South East Asia Market Leader and be a core member of the South East Asia leadership team.

Who is the team?

You will join a high-performing cross-functional sales team focused on growth with purpose. We aspire to double our business in three years in a sustainable way through go-to-market excellence, thought leadership, customer centric innovation and a focus on talent. Your immediate peers will be leaders for other segments (top 10, growth, renewals) and functions like channels, marketing, pre-sales and customer success. You will also work closely with enabling and supporting functions. We work as one team to win in the market while trying new things and having fun along the way.

What will you do?

Operational Excellence
- Deliver and exceed sales targets for the territory segment across SE Asia
- Focus on key growth metrics - new logos, shift to subscriptions and enterprise agreements.
- Aggressively drive continuous growth and conversion of qualified pipeline
- Role model high quality rigorous sales processes (AVEVA way of selling, MEDDPICC qualification, funnel management and forecasting)
- Work closely with marketing, lead development and channels team leaders to actively promote the teams to work as a ‘pod’ in every territory.
- Develop and execute analytics based programs & processes - leveraging marketing campaigns, demand generation & triaging of leads across direct and indirect channels.

Team Leadership
- Provide focused sales leadership to direct sales team of Territory Managers (across Singapore, Malaysia, Thailand, Indonesia, Philippines and Vietnam); also guide relevant enabling and support functions (as needed)
- Be responsible for hiring, developing and retaining direct team.
- Focus on training and motivation to increase performance and support ‘classroom’ training with on-the-job coaching and feedback.

Continuous Improvement
- Develop and own strategy to deliver desired objectives from territory segment and contribute to overall market strategy.
- Take ownership of specific needle-mover initiatives to improve overall business - lead team to identify right ‘solution’ and execute to capture ‘impact’.

What are we looking for?

Experience
- ~15 years of (software) sales experience in the SMB (small medium business) / territory space; preferably 3-5 years in a sales management position
- Experience in working closely with marketing and channels (for e.g., on demand generation, channel development)
- Track record of meeting / exceeding targets
- Experience with oil & gas, chemicals, power, marine, EPCs and manufacturing industries in South East Asia preferred.
- Engineering / Business / Information Technology degrees preferred.

**Skills**:

- Ability to deploy structured problem solving and leverage data & analytics to design replicable / scalable sales programs & processes that span sales, marketing, lead development and channels.
- Ability to identify and attract high-potential talent to join the team.
- Ability to coach team members at various levels of task maturity (both in person and remotely) - to help them close opportunities and develop as territory managers.
- Ability to bring rigour and detail to operational cadence.
- Strong (oral and written) communicator with presence and ability to engage with across various levels.

Behaviours
- Strategic mindset with ability to see the big picture but also dive deep into the details.
- Self-starter with high-energy, independence and comfort with taking well-judged risks.
- Displays empathy and a focus on developing people & building teams.
- Demonstrates sense of urgency, ability to handle multiple priorities & collaborate with multiple stakeholders.
- Resonates with culture focused on Impact, Aspiration, Curiosity and Trust

Who is AVEVA?

AVEVA is a global leader in industrial software. Our cutting-edge solutions are used by thousands of enterprises to deli