Job Description
Roles & Responsibilities
The Job
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.
Key Responsibilities
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Meet or exceed quarterly incremental revenue targets supporting the regional business plan.
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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
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Direct the account new revenue generation whilst retaining accountabilities for all commercial activity within the account from opportunity inception to contract closure
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Define and execute on accounts using strategic and tactical approaches for achieving your targets
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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
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Identify, pursue, and develop C- Level client relationships and, through the course of these interactions, deepen your understanding of the 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.
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Analyse 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.
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Maintain and develop the customer pipeline following the AVEVA MEDDPICC, forecasting protocols, and maintain all activity within AVEVA s CRM solution (Salesforce).
Essential requirements
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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.
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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).
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You will be a self-starter, able to work to develop new client engagements through the entire sales cycle.
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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.
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A strong understanding of the business benefits of the AVEVA solutions and services, able to describe the product benefits and advise how these may benefit customers personally.
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Ability to be insightful about the customer s business and be able to investigate and uncover their most important problems to solve, matching AVEVA s solutions to them where appropriate.
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Commercial and analytical skills to identify market trends and opportunities for your nominated territory, creating dynamic business and account plans to exploit such opportunities.
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Strong communication skills in all forms written, oral, email, presentation etc. Fluency in English and the local language to C1/C2 level is required
Desired skills