AVEVA is creating software trusted by over 90% of leading industrial companies.
Job Title: Account Executive, CONNECT Platform, Japan
Location: Tokyo, Japan
Reports To: Director, CONNECT Platform
The Role
AVEVA is accelerating its cloud and SaaS growth strategy, with the CONNECT platform playing a central role in transforming how industrial organizations unlock value from their data through advanced analytics, AI, and industrial intelligence.
We are seeking an experienced, commercially driven Account Executive, CONNECT Platform to generate new business, expand our enterprise SaaS footprint, and drive Annual Contract Value (ACV) and Annual Recurring Revenue (ARR) growth.
This is a full-cycle, quota-carrying enterprise sales role with end-to-end commercial accountability for CONNECT, from prospecting and new business acquisition through ongoing customer value realization and account expansion.
You will operate within a highly collaborative go-to-market model, partnering closely with AVEVA's regional sales organization to accelerate CONNECT platform growth. By combining established enterprise customer relationships and deep industry expertise with your specialized SaaS sales capabilities, you will identify new opportunities, expand into untapped buying centers, and drive strategic platform adoption.
Unlike traditional sales roles that end at contract signature, you'll remain the commercial owner for CONNECT, maintaining executive relationships, identifying expansion opportunities, and ensuring the business outcomes established during the sales process translate into long-term customer value. You'll orchestrate the right teams, including regional Account Managers, Field Engineering, and Customer Success, while maintaining ownership of CONNECT's commercial growth.
Key Responsibilities
Full-Cycle Sales & New Business Development
- Own the end-to-end commercial lifecycle for CONNECT, from prospecting and pipeline creation through discovery, qualification, solution positioning, negotiation, closing, and ongoing account expansion.
- Proactively generate self-sourced pipeline through targeted prospecting, account penetration, strategic outreach, and identification of new business opportunities.
- Develop and execute account-level sales strategies to identify new buying centers, uncover whitespace, and expand CONNECT's presence within enterprise customers.
- Lead consultative sales engagements that translate customer business challenges into compelling, value-based CONNECT solutions.
- Build relationships with senior business, technical, and executive stakeholders, navigating complex enterprise buying processes and developing strong buying coalitions.
- Develop compelling business cases, quantify measurable customer value, and manage complex commercial negotiations.
- Maintain accountability for opportunity progression, pipeline health, forecast accuracy, and achievement of ACV and ARR targets.
- Drive new platform sales while developing strategic expansion opportunities across additional use cases, sites, business units, and platform capabilities.
Go-to-Market Collaboration
- Partner closely with regional Account Managers to identify, develop, and execute CONNECT opportunities within existing and prospective customer accounts.
- Serve as the commercial owner of CONNECT opportunities and growth strategies, leveraging regional sellers' established relationships, account knowledge, and industry expertise.
- Collaboratively develop account strategies that align CONNECT growth opportunities with broader customer objectives and AVEVA account priorities.
- Independently engage new stakeholders and buying centers while maintaining coordinated account engagement with regional sales partners.
- Bring specialized enterprise SaaS sales expertise and platform knowledge to joint customer engagements.
- Collaborate with strategic partners, technology alliances, and broader AVEVA teams to accelerate pipeline generation and commercial execution.
Customer Value & Revenue Expansion
- Remain the commercial owner for CONNECT after the initial sale, maintaining executive engagement and ownership of the long-term CONNECT growth strategy.
- Establish clear business outcomes, success criteria, and value realization plans during the sales process that serve as the foundation for onboarding and implementation.
- Orchestrate the transition from sale to deployment, partnering with Field Engineering, Customer Success, and technical teams responsible for implementation, onboarding, and adoption.
- Stay close to customer outcomes, evolving business needs, and platform adoption to proactively identify risks and opportunities for growth.
- Drive ongoing commercial expansion into new use cases, sites, business units, and capabilities, building long-term strategic customer relationships.
- Position CONNECT as a strategic, extensible industrial intelligence platform that delivers measurable business value.
Go-to-Market Development & Commercial Excellence
- Provide field insights to help shape CONNECT's product roadmap, value proposition, competitive positioning, and sales messaging.
- Contribute to repeatable prospecting strategies, sales playbooks, and enterprise SaaS selling practices.
- Apply disciplined sales methodologies and maintain rigorous pipeline management, deal qualification, and forecasting practices.
- Embrace AI-powered sales tools, automation, and modern prospecting techniques to improve productivity and customer engagement.
- Collaborate with Product, Marketing, Customer Success, Sales Enablement, and regional sales teams to accelerate growth.
- Operate with entrepreneurial ownership, urgency, and accountability in a rapidly scaling commercial environment.
Essential Requirements
- Proven success in a quota-carrying enterprise B2B SaaS or cloud software sales role, with direct ownership of complex, full-cycle sales opportunities.
- Demonstrated track record of generating self-sourced pipeline, acquiring new business, and consistently delivering against ACV, ARR, or subscription revenue targets.
- Strong enterprise sales capabilities across prospecting, discovery, qualification, value-based selling, business case development, negotiation, and closing.
- Experience managing complex, multi-stakeholder sales cycles and engaging senior business and technology decision-makers.
- Ability to identify new buying centers, develop executive relationships, and create opportunities within large enterprise accounts.
- Experience developing account strategies, building qualified pipeline, and maintaining accurate sales forecasts.
- Strong understanding of enterprise SaaS commercial models, including recurring revenue, subscription sales, and land-and-expand strategies.
- Demonstrated ability to lead sales opportunities independently while collaborating effectively within matrixed account teams.
- Ability to develop strategic customer relationships and identify opportunities for ongoing commercial expansion.
- Technical curiosity and the ability to translate complex cloud, data, analytics, and AI capabilities into compelling business value propositions.
- Self-directed, results-oriented approach with the resilience, resourcefulness, and adaptability to succeed in a growing organization.
Preferred Qualifications
- Experience selling enterprise cloud platforms, data platforms, industrial SaaS, advanced analytics, AI, or digital transformation solutions.
- Familiarity with industrial or asset-intensive sectors, including manufacturing, energy, chemicals, mining, utilities, or infrastructure.
- Experience working within collaborative or overlay sales models.
- Familiarity with MEDDPICC, Challenger, Command of the Message, or comparable enterprise sales methodologies.
- Experience using Salesforce, modern sales productivity tools, and AI-enabled prospecting solutions.
- Experience helping introduce or scale a new SaaS platform or go-to-market motion.
What Success Looks Like
- You consistently create and close new CONNECT opportunities, deliver ACV and ARR growth, and build a sustainable pipeline of future business.
- You independently lead the CONNECT commercial motion while building strong partnerships with regional Account Managers, leveraging existing customer relationships without depending on others to generate or advance opportunities.
- You remain engaged beyond the initial sale, ensuring continuity between the customer business case, value realization, and ongoing commercial expansion.
- You bring the discipline of an exceptional enterprise SaaS seller, the strategic mindset of a long-term customer partner, and the entrepreneurial ownership required to help build a scalable, repeatable growth engine.
Why Join CONNECT?
Build something big. CONNECT is one of AVEVA's most strategic growth initiatives, with an ambitious mandate to transform how industrial companies unlock value from their data.
Own the outcome. Take full-cycle commercial ownership of your CONNECT business, from creating new opportunities through developing lasting customer relationships and driving expansion.
Sell transformational value. Work with some of the world's largest industrial enterprises at the intersection of industrial data, advanced analytics, and AI.
Combine entrepreneurial pace with enterprise scale. Help build a high-growth SaaS business with the backing of AVEVA's global customer relationships, technology, and industrial expertise.
Shape what comes next. Play a direct role in building the culture, operating model, and go-to-market capabilities of a rapidly scaling organization.
Japan Benefits include:
Flex working hour system, starting from total 22 days annual leaves, parental leave, additional leaves, Relo Club employee benefits, well-being support, life insurance, pension, company’s gift, education support.
It’s possible we’re hiring for this position in multiple countries, in which case the above benefits apply to the primary location. Specific benefits vary by country, but our packages are similarly comprehensive.
Find out more: aveva.com/en/about/careers/benefits/
Hybrid working
We work in a hybrid way at AVEVA. Most roles are based at a local AVEVA office, with an expectation of being on-site 50% of your working hours to support collaboration and connection. Some positions are fully office-based depending on the nature of the work, and certain roles that support specific customers or markets may be remote. The working arrangement for this position will be confirmed during the hiring process.
Hiring process
Interested? Great! Get started by submitting your cover letter and CV through our application portal. AVEVA is committed to recruiting and retaining people with disabilities. Please let us know in advance if you need reasonable support during your application process.
Find out more: aveva.com/en/about/careers/hiring-process
About AVEVA
AVEVA is a global leader in industrial software with more than 6,500 employees in over 40 countries. 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 are committed to embedding sustainability and inclusion into our operations, our culture, and our core business strategy. Learn more about how we are progressing against our ambitious 2030 targets: sustainability-report.aveva.com/
Find out more: aveva.com/en/about/careers/
AVEVA requires all successful applicants to undergo and pass a drug screening and 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. AVEVA provides reasonable accommodation to applicants with disabilities where appropriate. If you need reasonable accommodation for any part of the application and hiring process, please notify your recruiter. Determinations on requests for reasonable accommodation will be made on a case-by-case basis.
