Job description:
The Nemetschek Group is a pioneer for the digital transformation in the AEC/O industry and focuses on using open standards (OPEN BIM). As one of the world's leading groups in this industry, the Nemetschek Group increases the quality in the construction process with its intelligent software solutions and improves the digital workflow of all those involved in the process. As a result, buildings can be planned, built, and operated more efficiently, sustainably, and with less impact on resources.
The Sr Dir, Enterprise Sales Operations will play a critical role in developing and scaling the enterprise sales infrastructure across Nemetschek and its portfolio of 13 brands, enabling the company to effectively sell to the world’s largest Architecture, Engineering, and Construction (AEC) firms through Enterprise Level Agreements (ELAs). This role will act as a key driver in establishing global enterprise sales processes, pricing strategies, and contract management, ensuring seamless operations across diverse international markets.
This role will require a deep understanding of the complexities involved in selling across multiple brands and the customization of offerings to meet the unique needs of large enterprise customers. With a focus on integrating Nemetschek’s $1B+ portfolio of software products into a unified go-to-market strategy for enterprise customers, the Sales Operations Leader will help position the company for long-term success in the competitive AEC industry
What you’ll do:
- Cross-Brand Coordination: Lead and coordinate efforts across Nemetschek’s 13 brands to develop a unified approach to enterprise sales, ensuring alignment of goals and strategies across all internal stakeholders
- Systems and Process Development: Design and implement scalable systems and processes across different entities that enable seamless collaboration among brands, focusing on order-to-cash workflows, CRM integration, and data centralization to support enterprise-level sales.
- Pricing and Packaging Strategy: Develop and refine pricing and packaging models that align with the needs of large enterprise customers, ensuring consistency and competitiveness across different brands and products.
- Enterprise Level Agreements (ELA) Management: Oversee the creation, negotiation, and management of ELAs, ensuring that contracts meet the diverse needs of large multinational AEC firms and comply with legal, financial, and tax requirements.
- International Sales and Tax Compliance: Navigate the complexities of international sales, including transfer pricing, tax implications, and regulatory requirements, ensuring compliance and optimizing financial outcomes across different regions.
- Customer Needs Assessment: Work closely with large enterprise customers to understand their unique needs and expectations, ensuring that Nemetschek’s offerings are tailored to meet those requirements and drive long-term partnerships.
- Collaborate with resellers, partners, and other external stakeholders to build joint account pursuit activities, establish governance structures, and ensure a unified approach to market.
- IT Architecture Collaboration: Partner with IT teams to align sales operations with the broader IT architecture, ensuring that systems support enterprise sales goals and enhance customer experience. Collaborate with marketing teams across multiple Nemetschek brands to drive the adoption of digital demand generation best practices tailored for B2B SaaS companies
- Data preparation, analysis, and reporting: Compile, assess, and present customer data, sales metrics and KPIs to prepare sales meetings and deliver actionable insights that inform decision-making. Design dashboards and reports to monitor sales performance and pipeline status.
- Sales Forecasting and compensation programs: Work closely with sales leadership to create precise sales forecasts, align resource planning and design and administer sales compensation and incentive programs. Track progress toward targets and suggest necessary adjustments.
What we’d like to see in you:
- 20+ years of experience in sales operations and enterprise sales strategy within global software or technology companies, with a strong focus on multinational environments and complex sales cycles
- 10+ years’ experience managing a team
- Extensive Experience in Enterprise Sales Operations: Proven track record in leading sales operations for large enterprise customers, ideally within a multinational environment, and experience in developing and scaling systems and processes to support complex sales cycles.
- Strong Knowledge of Pricing and Packaging Strategies: Deep understanding of pricing models, packaging strategies, and their implementation across multiple products and brands, with a focus on creating value for enterprise clients.
- Expertise in Enterprise Level Agreements (ELA) and Contracting: Demonstrated experience in negotiating and managing complex ELAs and contracts, including familiarity with the legal, financial, and tax implications associated with multinational agreements.
- International Sales and Tax Compliance: Solid understanding of the nuances of international sales, including experience with transfer pricing, tax regulations, and compliance across multiple regions, particularly in Europe and North America.
- Cross-Functional Leadership and Collaboration: Strong ability to coordinate and influence diverse stakeholders, including internal teams, resellers, and partners, to achieve unified sales objectives and drive organizational change.
- Customer-Centric Approach: Experience in working closely with large enterprise customers to understand their needs and deliver tailored solutions that drive long-term partnerships.
- IT Systems and Architecture Alignment: Familiarity with IT systems and architecture as they relate to sales operations, with the ability to collaborate effectively with IT teams to ensure systems support enterprise sales goals.
- Strategic Thinking and Problem-Solving: Demonstrated ability to think strategically, with strong problem-solving skills to navigate complex challenges in a dynamic, fast-paced environment.
- Hands-on mentality and not afraid to roll up sleeves to get the job done. Proactive approach, with the ability to dive into the details, tackle challenges head-on, and take ownership of tasks from start to finish.
- Proficiency in CRM systems and strong analytical skills with the ability to interpret and visualize data.
- Experience in the AEC Industry (Preferred): Knowledge of the Architecture, Engineering, and Construction (AEC) industry is highly desirable, with an understanding of the unique challenges and opportunities in selling to large AEC firms
About The Nemetschek Group
Nemetschek, Inc is proud to be an equal opportunity workplace. We are committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status.
Why Nemetschek?
- Impact: We offer you a diverse position in a motivating work environment where you can realize your ideas.
- Sustainable Growth: In our sustainably growing and innovative company you have the chance to develop yourself further.
- Culture: With us you work in an international team with flat hierarchies and short decision-making processes, in which you can make a difference.
- Work-Life-Balance: We offer you various benefits in the areas of sports, nutrition, childcare and much more.
- Health: The health of all employees is important to us, which is why we offer you a wide range of health and preventive care services.
- Hybrid Way Forward: Through mobile working and variable working hours without core working hours, we enable you to be flexible, both professionally and privately.
We, the Nemetschek Group, are a global organization with employees from 60 nations. For us, diversity, equity, inclusion, and belonging are the keys to unleashing our full potential and driving true innovation. We can best support our customers in shaping the world through a diverse culture. We aim to treat EVERYONE with respect and appreciation, regardless of differences. Valuing diverse opinions and creating equal opportunities for all is of the utmost importance for us as an organization, and as individuals.
