Principal, Digital / Software Solution Sales

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

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.

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.

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.

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.

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.

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.

Key Competencies & Skills

Strategic & Business Skills


* 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

Technical / Domain Expertise


* Deep understanding of Industrial Software & Digital Manufacturing:
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