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About the Role
The Strategic Account Manager will develop business with new accounts and expand AVEVA's 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 through cross-selling and upselling.
Responsibilities
- Meet or exceed quarterly incremental revenue targets supporting the regional business plan.
- Maximize revenue growth and customer outcomes through a robust cross-portfolio sales strategy, utilizing AVEVA Strategic Sales Plays.
- Uncover, direct, and drive new revenue generation while retaining accountability for all commercial activity within the account from opportunity inception to contract closure.
- Define and execute Account Plans outlining strategic and tactical approaches for achieving targets.
- Plan and organize all related sales activities from prospecting through closing business in line with AVEVA’s policies and processes.
- Identify, pursue, and develop C-Level client relationships to deepen understanding of their digital initiatives and business drivers, securing AVEVA’s position as a strategic partner.
- Analyze ongoing performance using the AVEVA Account Manager Dashboard to provide monthly performance reporting, including long-term account strategies, customer visits, revenue status, and revenue forecast.
- Maintain and develop the customer pipeline following AVEVA MEDDPICC forecasting protocols and maintain all activity within AVEVA’s CRM solution (Salesforce).
Requirements
- Significant experience in sales, account management, or business development 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, business drivers, and sector-specific trends within AVEVA’s served industries.
- Self-starter, able 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, aligning business problems with technology solutions.
- Strong understanding of the business benefits of AVEVA solutions and services.
- Commercial and analytical skills to identify market trends and opportunities for the nominated territory, creating dynamic business and account plans.
- Strong communication skills in all forms – written, oral, email, presentation etc.
- Fluency in English and the local language to C1/C2 level is required.
- Successful applicants must undergo and pass a drug screening and comprehensive background check.
Skills
- Domain expertise in an appropriate industry or market sector
- Commercial acumen
- Analytical skills
- Communication skills (written, oral, email, presentation)
- Salesforce CRM proficiency
Location
- UK, London
Work Type
- Hybrid
- Full-time
Experience Level
- Significant experience in sales, account management, or business development
Education Level
- Degree qualified or a professional qualification in a relevant area
Benefits
- Flexible benefits fund
- Emergency leave days
- Adoption leave
- 28 days annual leave (plus bank holidays)
- Pension
- Life cover
- Private medical insurance
- Parental leave
- Education assistance program
About the Company
- AVEVA is a global leader in industrial software with more than 6,500 employees in over 40 countries.
- 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 are committed to embedding sustainability and inclusion into our operations, our culture, and our core business strategy.
Equal Opportunity
- 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.
- AVEVA provides reasonable accommodation to applicants with disabilities where appropriate.
- If you need reasonable accommodation for any part of the application and hiring process, please notify your recruiter.
- Determinations on requests for reasonable accommodation will be made on a case-by-case basis.