Strategic Account Manager

AVEVA is creating software trusted by over 90% of leading industrial companies.

Job Title:Strategic Account Manager

This position will be responsible for a key AVEVA customer and will perform account management. This will include familiarizing yourself with the clients business and internal affairs working on value propositions to the client and leveraging internal resources to deliver value to the client.

Dimensions

• Is an independent seasoned professional who has direct sales experience of 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 executes the AVEVA Strategic Sales Plays within our top enterprise accounts with a focus on delivering the most impact to our customers business

• Identifies pursues and develops C- Level client relationships and through these interactions deepens their understanding of their clients digital initiatives and business drivers which is then used to lead the internal focus that secures AVEVAs position as a strategic partner providing significant value to the customer through transformational sales initiatives.

Key Responsibilities

• Meet revenue and order targets

• Prepare maintain and execute a comprehensive Account 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 AVEVAs Processes and Policies and other written and verbal communication from the management

• Analyse your ongoing performance against your plan to develop monthly reporting including long term account strategies with both current and proposed activities customer visits revenue status and revenue forecast

• Maintain and develop the customer pipeline in accordance with the stage gate forecasting protocols and maintain all activity within AVEVAs CRM solution

• Ensure sales documentation/contract to support revenue booking are duly signed

• Retain existing accounts and expanding solutions utilization by developing long term relationships with Executives and key decision makers

• Sales enablement activities for specific solution areas partnering with Solution Strategy and Sales Excellence Teams.

Important Working Relationships

In addition to maintaining strong working relationships with all Sales Marketing Solution Strategy and Consultants the Strategic Account Manager will maintain a close working relationship with the Technical Pre & Post Sales organization to ensure accurate communication of requirements and client expectations.

Essential requirements

• You will possess professional direct sales experience (at least 3 years) in a sales account management and/or business development role selling not product but enterprise software solutions serving Enterprise Company

• You must be passionate about the customers business and must be able to investigate and uncover their most important problems to solve matching AVEVAs solutions to them where appropriate

• You will possess direct sales experience (at least 3 years) with IT solutions and the business processes associated with the industries served by AVEVA and likely to have worked for an IT solutions provider

• You will be able to develop new opportunities by him/herself and work for existing client engagements through the entire sales cycle

• You will be skilled and experienced operating at a range of levels from end user to senior decision makers within our target customer base aligning their business problems with our technology solutions

• You will have strong accounts management skills and be a confident negotiator

• You will have a positive and determined approach to researching and analysing new business opportunities and then marshalling the resources to pursue and close the business

• You will be personable a strong team player and be able to conduct challenging business and commercial conversations with customers in a positive manner

• You will preferably be degree qualified or have a professional qualification