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About the Role
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 revenue objectives and maximize AVEVA solutions and services within these accounts. This person should be a team player and be able to positively conduct challenging business and commercial conversations with customers.
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 the AVEVA Strategic Sales Plays, focusing on delivering the greatest impact to our customers’ business.
- Direct account new revenue generation whilst retaining accountabilities for all commercial activity within the account from opportunity inception to contract closure.
- Define and execute on accounts using strategic and tactical approaches for achieving 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 understanding of the client’s digital initiatives and business drivers to secure AVEVA’s position as a strategic partner.
- Analyze ongoing performance using Salesforce 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).
Requirements
- Significant experience in sales, account management, or business development role selling software solutions across Utilities and Infrastructure, O&G, Transmission & Distribution, EPCs and parallel sectors, serving Owner Operators, EPCs, or Design consultants.
- Well versed and experienced with IT Software and Solutions, 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).
- A 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 within AVEVA’s target customer base, aligning their business problems with our technology solutions.
- A strong understanding of the business benefits of AVEVA solutions and services, able to describe product benefits and advise how these may benefit customers personally.
- Ability to be insightful about the customer’s business and investigate and uncover their most important problems to solve, matching AVEVA’s solutions to them where appropriate.
- 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.
- Must undergo and pass a drug screening and comprehensive background check before starting employment.
- Background checks will be conducted in accordance with local laws and may include proof of educational attainment, employment history verification, proof of work authorization, criminal records, identity verification, credit check.
- Certain positions dealing with sensitive and/or third-party personal data may involve additional background check criteria.
Skills
- Domain expertise in an appropriate industry or market sector
- Commercial skills
- Analytical skills
- Communication skills
Location
- London, UK
Work Type
- Hybrid
- Full-time
Education Level
- Degree qualified or a professional qualification in a relevant area to the key AVEVA industries
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 creating software trusted by over 90% of leading industrial companies.
- 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 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 committed to recruiting and retaining people with disabilities.
- 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.