VP Commercial Enablement

As the Vice President of Commercial Enablement, reporting directly to the SVP of Commercial Operations, you will play a pivotal role in our leadership team.  Your responsibilities will span Sales, Presales, Customer Success Functions, and our Partner Network across regions and products.

Your primary goal is to establish a market-leading Enablement function, driving new business through customer acquisition and expanding value to existing clients.  You'll lead initiatives in Field Enablement, Partner Enablement, Presales Enablement, and Customer Success Enablement, promoting shared learning for optimal resource utilisation.

The Commercial Enablement Vice President is a key role that drives excellence and performance across all customer-facing roles in AVEVA. The role requires strong executive presence, stakeholder management, content creation and event delivery skills. The role also involves designing and implementing learning and development programmes, platforms and standards for the commercial organisation and the partner network.

Principle Accountabilities:

• Develop an Enablement Strategy - Lead the Commercial Enablement team, shaping a vision, strategy, and execution plan focused on enabling Sales, Presales, Customer Success, and Partners. Drive enablement around the principles of the Operating Model - Cultivate, Land, Expand, Adopt, Renew.
• Develop budget plans and investment cases for Enablement, supporting AVEVA's growth plan.
• Manage Skills and Competency Framework - Develop skills and capabilities across all levels in the organization, ensuring Role Excellence in customer-facing revenue-generating teams.
• Content Development and Management - Oversee, guide, and deliver the development of Commercial Academies that provide training, badging and certification for customer-facing roles.
• Sales Programs Management:
• Own and co-lead (with HR) the Commercial Leadership Development Program that fosters cultural and behavioural change, operational management, and strategic leadership skills among the top 200 commercial leaders.
• Plan and deliver AVEVA’s annual Global Sales Kick-off Conference and mid-year regional events, as well as monthly webinars and field business partnering.
• Own the Presidents Club high-performance program to recognize and reward individuals, inspiring and motivating wider teams.
• Create and manage the enablement content and capability roadmap for strategic platforms used by Sales, Presales, Customer Success, and Partners.
• Collaborate closely with Regional Sales VP’s, Sales overlay functions, Partner leadership, Portfolio/Business Units, Marketing and Business Support functions to ensure alignment on messaging, product knowledge, and customer needs throughout the sales process.
• Sales Process Optimization - In partnership with process and platform team, continuously assess and refine commercial processes to increase efficiency and effectiveness, collaborating with sales leadership and other stakeholders to identify areas for improvement.

Experience:

• Demonstrated experience in Sales Enablement, Commercialization, or Sales Operations at a large multinational organization.
• B2B sales and sales leadership experience in the Industrial Software space, including managing multiple channels to market.
• Domain knowledge in one of more of the vertical markets AVEVA serves – either as end-user or in a commercial or technical capacity.
• Outstanding people leadership skills with a focus on influence over direct accountability.
• Highly strategic thinker, capable of turning strategy into execution.
• Excellent executive communication skills.
• Creative thinker passionate about developing customer-centric solutions.
• Track record of managing Go-To-Market strategies and sales enablement across multiple regions.
• Strong collaborator, able to build deep relationships in a highly cross-functional environment.
• Ability to manage multifaceted projects with a focus on delivering results.
• Master’s degree or above preferred but not essential.

Our Commercial team, comprised of over 2,000 dedicated colleagues, is the backbone of our customer relationships and business growth. From industry experts and solution architects to sales, support, success managers, and business operations, everyone shares a common goal: to deeply understand our customers' needs and deliver tailored solutions. 

If you're passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team. 

Find out more: https://www.aveva.com/en/about/careers/