Account Manager AVEVA

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