Aveva - Director - Sales - EPC & Marine Segment

Strategic Leadership & Vision:

- Define and execute a differentiated growth strategy for EPC and Marine segments aligned to India and global priorities.

- Translate market trends, capex cycles, and customer lifecycle insights into actionable GTM strategies.

- Balance short-term execution with long-term pipeline and capability building.

Sales Leadership & Organization Building:

- Build, lead, and inspire a high-performing sales organization.

- Coach senior leaders to move from transactional to strategic, value-led selling.

- Develop succession-ready talent and future sales leaders.

- Drive a culture of ownership, accountability, and continuous improvement.

Market, Industry & GTM Strategy:

- Own the end-to-end GTM strategy including segmentation, target accounts, and partner strategy.

- Understand customer business models, project lifecycles, and asset lifecycles.

- Position AVEVA as a long-term strategic partner across the customer lifecycle.

Customer & Industry Leadership:

- Build executive relationships with EPC CXOs, Shipyard leadership, Owner-Operators, and Defense stakeholders.

- Act as a thought leader and represent AVEVA at industry forums.

- Leverage industry networks to influence large programs early.

Sales Excellence & Discipline:

- Institutionalize MEDDPICC as a sales operating rhythm.

- Drive rigor in account planning, deal reviews, and forecasting.

- Ensure strong value articulation and competitive differentiation.

Cross-Functional & Ecosystem Leadership:

- Orchestrate collaboration across Presales, Marketing, Services, Finance, Legal, and Global Teams.

- Build strong alignment with system integrators and strategic partners.

- Ensure One AVEVA execution.

Business Outcomes & Long-Term Value:

- Deliver measurable growth in revenue, pipeline, new logos, and platform adoption.

- Expand AVEVA footprint across design, build, operate, and optimize phases.

- Build a sustainable and resilient business.

Knowledge, Skills & Experience:

- 20+ years of experience in enterprise software or industrial technology sales.

- Deep exposure to EPC, Marine, Shipbuilding, Infrastructure, Energy, or Process Industries.

- Proven record of scaling businesses and leading transformations.

- Strong GTM design and modern sales methodology experience (MEDDPICC).

- Exceptional people leadership and executive presence.

- Ability to operate in complex, global matrix organizations.