Director, Lead Development - APAC

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.

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Job Purpose

AVEVA is seeking a APAC Lead Development and Outbound Program Director to build and mentor its team of Lead Development Representatives (LDRs) APAC. The Director will play a critical and highly visible role by owning the early stages of our sales cycle, for our direct and indirect business, and connecting Marketing efforts to qualified Sales pipeline.

Dimensions

This is a management role reporting to the VP of Regional Marketing and will have regular exposure to sales and marketing executives. You will lead a team of LDRs in their qualification of inbound leads, outbound business development efforts, and coordination of AVEVA’s demand generation contribution to its Partner ecosystem. The role will also be responsible for APAC outbound motion, LDR reporting, training, and community building to share best practices. Your work will involve building close relationships with Regional Marketing, Regional Sales, and other key stakeholders, to develop and deploy high-touch campaigns in support of marketing programs and GTM strategy.

Principal Accountabilities

• Set APAC best practices for lead development and outbound programs, including team learning and development, KPIs
• Build, manage, and mentor a team of Lead Development Representatives working to address the needs of customers and prospects with AVEVA solutions—irrespective of destination sales channel.
• Coordinate processes and personnel in the identification of leads meeting criteria for assignment to AVEVA’s partner ecosystem; assuring timely routing, regular follow-up, and continuous improvement.
• Motivate and inspire the team to meet and exceed KPIs by supporting their daily activities—aiding with account targeting, prospecting approach, and communications development, while escalating operational and business issues accordingly.
• Improve AVEVA’s pipeline coverage ratio through expeditious qualification of inbound leads, best-in-class techniques for outbound prospecting, and timely, accurate assignment of channel leads.
• Partner with Regional Sales and Marketing teams to establish execution strategies and identify content requirements for campaigns tailored to the unique needs of the region.
• Serve as the voice of high-touch marketing engagements from the field, providing feedback to global functions regarding campaign and nurture effectiveness, closing the loop to increase conversion rates.
• Collaborate with LDR leadership team to adhere to worldwide Lead Management practices—including key process steps, selection of enabling technologies, and resource identification—with consideration of specific adaptations required of the region.
• Coach and strengthen the skillsets of LDR team members to ensure adequate preparedness for accepting quota-bearing sales positions as the likely next-step of their careers.
• Build a team of credible and efficient LDRs who are professional, knowledgeable and hungry for business growth and Intune with customers’ needs.

Important Working Relationships

Knowledge, Skills & Experience Required

This role will be expected to travel up to 15% of the year as conditions allow.

Marketing at AVEVA

At AVEVA Marketing, you’ll be part of a diverse global group of creative, strategic and digitally savvy thinkers and builders. Through integrated reputation, demand, engagement and enablement programs, we are at the very heart of advancing AVEVA’s mission to spark industrial ingenuity and drive responsible use of the world’s resources.

Whether you’re crafting world-class events and experiences or defining the go-to-market strategy for a particular region, industry or solution, you’ll be driving the success of AVEVA and our remarkable community of sellers, partners and customers.

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