Senior Account Manager IT Software (B2B)

AVEVA is a global leader in industrial software, driving digital transformation and sustainability. By connecting the power of information and artificial intelligence with human insight, AVEVA enables teams to use their data to unlock new value. We call this Performance Intelligence. AVEVA’s comprehensive portfolio enables more than 20,000 industrial enterprises to engineer smarter, operate better and drive sustainable efficiency. AVEVA supports customers through a trusted ecosystem that includes 5,500 partners and 5,700 certified developers around the world. The company is headquartered in Cambridge, UK, with over 6,500 employees and 90 offices in over 40 countries. Learn more at www.aveva.com.

We take pride in our core values and the diversity of our people, valuing the unique experience and expertise that people from different backgrounds bring to our business. At AVEVA, we’re all about Limitless possibilities. Are you?

Job Purpose

The purpose of the Account Manager is to provide account management services to a defined portfolio of large, high profile regional accounts such as O&G, Chemical, Power Utility, F&B and EPC/Engineering. The primary goal of the role is to meet revenue objectives and maximize the use of AVEVA solutions and services within these accounts.

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 client’s 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.

Responsibilities:

• Meet and exceed revenue and order targets supporting the sub-regional business.
• 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 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 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 AVEVA’s 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.

Skills & Qualifications:
• 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 Owner Operators, EPC’s and /or Design consultants.
• You must be passionate 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 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, EPC, Owner Operator, or technology consultancy.
• You will be able to make cold call by him/herself and generate new leads from pure new client or new business unit in existing client.
• 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 sound commercial and analytical skills to help identify market trends and opportunities for your nominated territory, refining business and account plans to exploit such opportunities. You will be experienced in assessing commercial and legal risk and taking steps in negotiations to minimize / mitigate same from our business undertakings.
• You will have strong accounts management skills and be a confident negotiator.
• You will have a positive and determined approach to researching and analyzing 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.