Strategic Account Manager

The Job

The Strategic Account Managers purpose is to develop business with new accounts and expand our footprint within existing named accounts in a defined territory. The primary goal is to meet revenue objectives and maximize AVEVA solutions and services within these accounts. This person should be a team player and be able to positively conduct challenging business and commercial conversations with customers.

Key Responsibilities

• Meet or exceed quarterly incremental revenue targets supporting the regional business plan.
• Maximizing revenue growth and customer outcomes through a robust cross-portfolio sales strategy utilizing the AVEVA Strategic Sales Plays focusing on delivering the greatest impact to our customers business
• Direct the account new revenue generation whilst retaining accountabilities for all commercial activity within the account from opportunity inception to contract closure
• Define and execute on accounts using 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 AVEVAs policies and processes including other written and verbal communication
• Identify pursue and develop C- Level client relationships and through the course of these interactions deepen your understanding of the clients digital initiatives and business drivers. These relationships will secure AVEVAs position as a strategic partner providing significant value to the customer through transformational sales initiatives.
• Analyse ongoing performance using salesforce to provide monthly performance 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 AVEVA MEDDPICC forecasting protocols and maintain all activity within AVEVAs CRM solution (Salesforce).

Essential requirements

• Significant experience in sales account management or business development role selling software solutions across Utilities and Infrastructure O&G Transmission & Distribution EPCs and parallel sectors serving Owner Operators EPCs or Design consultants.
• Well versed and experienced with IT Software and Solutions business drivers and sector specific trends within the industries served by AVEVA (O&G Transmission & Distribution Water and Wastewater Infrastructure Manufacturing Life Sciences/Pharma Mining Metals Materials/Marine).
• You will be a self-starter able to work to develop new client engagements through the entire sales cycle.
• Skilled and experienced in operating at various levels from end-user to senior decision-makers within AVEVAs target customer base aligning their business problems with our technology solutions.
• A strong understanding of the business benefits of the AVEVA solutions and services able to describe the product benefits and advise how these may benefit customers personally.
• Ability to be insightful about the customers business and be able to investigate and uncover their most important problems to solve matching AVEVAs solutions to them where appropriate.
• Commercial and analytical skills to identify market trends and opportunities for your nominated territory creating dynamic business and account plans to exploit such opportunities.
• Strong communication skills in all forms written oral email presentation etc. Fluency in English and the local language to C1/C2 level is required

Desired skills

• Domain expertise in an appropriate industry or market sector

• Degree qualified or a professional qualification in a relevant area to the key AVEVA industries

Commercial at AVEVA

Our Commercial team comprised of over 2000 dedicated colleagues is the backbone of our customer relationships and business growth. From industry experts and solution architects to sales support success managers and business operations everyone shares a common goal: to deeply understand our customers needs and deliver tailored solutions.

If youre passionate about driving growth tackling complex business challenges and fostering strong customer relationships youll find success and fulfilment in our Commercial team.

Find out more: requires all successful applicants to undergo and pass a 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.

Come and join AVEVA to create the transformative technology that enables our customers to engineer a better world.