DGM Business Development- Software Solutions

The Senior Business Development Manager - Software is a strategic growth role responsible for scaling the software business. The role owns large strategic accounts, high‑value pursuits, ecosystem growth, and GTM execution across priority segments.

The incumbent acts as a trusted advisor to customers and partners, shaping digital transformation roadmaps while influencing internal stakeholders, and the ecosystem to deliver sustained software revenue and recurring growth.

Key Responsibilities

1. Strategic Growth & Market Leadership

• Own software growth strategy for assigned regions, verticals, or national strategic accounts.
• Drive large, complex, multi‑year AVEVA software deals with strong focus on ACV, ARR, and lifecycle value.
• Translate industry trends, digital manufacturing needs, and regulatory drivers into actionable GTM strategies.

1. Strategic Account Ownership

• Act as executive sponsor for key and marquee customers across Pharma, CPG, MMM, Energy, Water, Infrastructure, and Emerging Industries.
• Engage with CXOs, Board‑level stakeholders, Digital Heads, CIO/CTO, and Plant Leadership to position Schneider as a long‑term transformation partner.
• Influence customer roadmaps covering SCADA, MES, Data Management, Analytics, Cloud, and Performance Intelligence.

1. Ecosystem & Partner Leadership

• Drive SI / EPC / OEM strategy for AVEVA software in assigned segments.
• Lead partner selection, onboarding, capability development, specialization, and joint GTM plans.

• Govern partner performance, deal participation, compliance, and conflict resolution.

1. Solution & Value‑Based Selling

• Lead consultative, outcome‑driven selling focused on productivity, compliance, sustainability, asset performance, and digital continuity.
• Shape solution architecture and commercial models in collaboration with presales, and delivery.
• Sponsor strategic pilots, PoCs, lighthouse projects, and customer references.

1. GTM, Enablement & Execution Excellence

• Drive execution of vertical‑specific GTM programs, campaigns, industry events, and leadership connects.
• Mentor and guide BDMs, sales teams, and presales on Software Solution value positioning and opportunity strategy.
• Provide input to marketing, pricing, portfolio, and product feedback loops.

1. Governance, Forecasting & Business Discipline

• Own forecast accuracy, pipeline quality, and deal governance in line with company policies.
• Ensure compliance with commercial rules, discounting, partner governance, and legal frameworks.

• Strategic software revenue & ACV growth.
• Conversion of large & complex opportunities.
• Partner‑led pipeline contribution.
• Strategic customer references & repeat business.
• Forecast accuracy and governance adherence.

• Strong ability to think and operate at strategy + execution level
• Proven experience in managing large deal cycles and executive negotiations
• Strong financial acumen - ACV, ARR, margins, deal structuring

• Deep understanding of Industrial Software & Digital Manufacturing:
  • SCADA, MES, Historian, IIoT, Data Platforms, Analytics, Cloud & Edge
• Strong familiarity with AVEVA portfolio (or equivalent industrial software ecosystem)

• Ability to influence without direct authority across matrix organizations
• Strong customer gravitas and presence at senior leadership level
• Coach, mentor, and elevate team capability

• 10-12 years of experience in Industrial Software, Automation, Digital Transformation, or Enterprise Solution Selling
• Demonstrated success in strategic business development or key account leadership roles
• Engineering degree (Instrumentation / Electrical / Mechanical / Computer Science preferred)