Strategic Account Manager

Strategic Account Manager

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!

The Strategic Account Manager's 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 incremental revenue objectives and maximize penetration of AVEVA software solutions and services within these accounts (cross sell & upsell). 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.
• Uncover, direct and drive new revenue generation whilst retaining accountabilities for all commercial activity within the account from opportunity inception to contract closure.
• Define and execute Account Plans, 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 AVEVA's 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 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.
• Analyse ongoing performance using the AVEVA Account Manager Dashboard 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 AVEVA's 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 or EPCs Owner Operators, or Design consultants, or parallel sectors.
• Well versed and experienced with IT Software and Solutions and 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 AVEVA's 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.
• 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

Our Commercial team, comprised of over 2,000 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 you're passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team.

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.