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Role Title: Director, Commercial Demand Generation
Location: UK, US
Job Level: G
Reports To: VP, Commercial Enablement
Department: Commercial
Job Purpose: 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. 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.
Principle Accountabilities:
- 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.
Essential Competencies, Knowledge, Skills and Experience:
- 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.
Behaviours:
- 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
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
AVEVA requires all successful applicants to undergo and pass a comprehensive background check before they start employment. Background checks will be conducted in accordance with local laws and may, subject to those laws, include proof of educational attainment, employment history verification, proof of work authorization, criminal records, identity verification, credit check. Certain positions dealing with sensitive and/or third party personal data may involve additional background check criteria.
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.
Come and join AVEVA to create the transformative technology that enables our customers to engineer a better world.
