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.
If you’re a curious and collaborative person who wants to make a big impact through technology, then we want to hear from you! Find out more at https://www.aveva.com/en/about/careers/
Job Purpose
The Strategic Account Manager’s purpose is to develop business with new accounts and footprint expansion within existing named accounts of the defined territory. The primary goal of the role is to meet revenue objectives and maximize AVEVA solutions and services within these accounts.
The Account Manager
- Is an independent, seasoned professional who has experience working in a complex sales environment.
- Directs their account team to uncover and drive new revenue generation and is solely accountable for all commercial activity within the account from opportunity inception to contract closure.
- Maximizes revenue growth and customer outcomes through a robust cross-portfolio sales strategy that utilizes the AVEVA Strategic Sales Plays, focusing on delivering the most impact to our customers’ business.
- Identifies, pursues, and develops C- Level client relationships and, through the course of these interactions, deepen their understanding of their client’s digital initiatives and business drivers. These relationships will secure AVEVA’s position as a strategic partner providing significant value to the customer through transformational sales initiatives.
Principal Responsibilities
- Meet or exceed quarterly revenue targets supporting the regional business.
- Define and execute your Account Manager Business Plan, which outlines your strategic and tactical approaches for achieving your targets
- Plan and organize all related sales activities starting from prospecting through to closing business in line with the Framework of ONE AVEVA
- Comply with AVEVA’s Processes and Policies and other written and verbal communication from the management.
- Analyze your ongoing performance against your plan to develop monthly reporting, including long-term account strategies with current and proposed activities, customer visits, revenue status, and revenue forecast.
- Maintain and develop the customer pipeline following the stage-gate forecasting protocols and maintain all activity within AVEVA’s CRM solution. Important Working Relationships In addition to maintaining strong working relationships with all regional Sales Management, Marketing, Solution Strategy, Global Business Development, and Consultants, the Strategic Account Manager will keep a close working relationship with the regional Partner Sellers, Legal & Contracting groups, and Technical Pre & Post Sales organizations to ensure accurate communication of requirements and client expectations.
Knowledge, Skills & Experience Required
- You will possess experience (at least 8-15 years) in a sales, account management, or business development role selling software solutions serving Owner Operators, EPC’s, or Design consultants.
- You will possess experience (at least 4 years) with IT solutions and the business processes associated with the industries served by AVEVA and are likely to have worked for an IT solutions provider, EPC, Owner Operator, or technology consultancy.
- You must be insightful about the customer’s business and must be able to investigate and uncover their most important problems to solve, matching AVEVA’s solutions to them where appropriate.
• You will preferably be degree qualified or have a professional qualification. • You will be a self-starter, able to work to develop new client engagements through the entire sales cycle.
- You will be skilled and experienced in operating at various levels, from end-user to senior decision-makers within AVEVA’s target customer base, aligning their business problems with our technology solutions.
- You must have an excellent understanding of the business benefits of the AVEVA solutions and services. Ability to describe the product benefits and any special offers and advise how these may benefit customers personally.
- You will have good commercial and analytical skills to help identify market trends and opportunities for your nominated territory, creating dynamic business and account plans to exploit such opportuni