Strategic Account Manager

AVEVA is creating software trusted by over 90% of leading industrial companies.

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.
• 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.

Desired skills

• Domain expertise in an appropriate industry or market sector.
• Degree qualified or a professional qualification in a relevant area to the key AVEVA industries.

Benefits include:

• 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.

We work in a hybrid way at AVEVA. Most roles are based at a local AVEVA office, with an expectation of being on-site 50% of your working hours to support collaboration and connection. Some positions are fully office-based depending on the nature of the work, and certain roles that support specific customers or markets may be remote. The working arrangement for this position will be confirmed during the hiring process.

Hiring process

Interested? Great! Get started by submitting your cover letter and CV through our application portal. AVEVA is committed to recruiting and retaining people with disabilities. Please let us know in advance if you need reasonable support during your application process.

About AVEVA

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.

AVEVA requires all successful applicants to undergo and pass a drug screening and comprehensive background check before they start employment. Background checks will be conducted in accordance with local laws and may, subject to those laws, 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.

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.