Strategic Account Manager
6 days ago
AVEVA is a global leader in industrial software. 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’re the first software business in the world to have our sustainability targets validated by the SBTi, and we’ve been recognized for the transparency and ambition of our commitment to diversity, equity, and inclusion. We’ve also recently been named as one of the world’s most innovative companies.
Strategic Account Manager
Location: Thailand
Who are you?
We are looking for a high energy software sales personnel to deliver revenue objectives by managing and developing business with Oil and Gas industry and by driving utilization within named existing major accounts within defined territory. You will report to the Senior Sales Manager, SEA.
Who is the team?
You will join a high-performing cross-functional sales team focused on growth with purpose. We aspire to double our business in three years in a sustainable way through go-to-market excellence, thought leadership, customer centric innovation and a focus on talent. Your immediate peers will be other segments (territory, growth, renewals) and functions like channels, marketing, pre-sales and customer success. You will also work closely with enabling and supporting functions. We work as one team to win in the market while trying new things and having fun along the way.
What will you do?
Operational Excellence
- Role model high quality rigorous sales processes (AVEVA way of selling, MEDDPICC Meet or exceed quarterly revenue targets supporting the regional business.
- Define and execute your Account Manager 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 AVEVA Sales Process.
- 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 pipeline recognition rules and maintain activity within AVEVA’s Sales Force solution.
- Ensure sales documentation 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.
- Support management with all market related information and assist with marketing activity where appropriate.
Important Working Relationships
In addition to maintaining strong working relationships with all regional Sales, Marketing, Solution Strategy, Global Business Development and Consultants, the Senior Account Manager will maintain a close working relationship with the regional Technical Pre & Post Sales organisation to ensure accurate communication of requirements and client expectations.
What are we looking for?
Experience
- You will possess experience (at least 5-10 years) in a sales, account management and/or business development role selling software solutions serving Plant 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 experience (at least 7 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, Plant Owner Operator, or technology consultancy.
- You will preferably be degree qualified or have a professional qualification.
**Skills**:
- You will be skilled and experienced operating at a range of levels from end user to senior decision makers within AVEVA’s 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 minimise / mitigate same from our business undertakings.
- Customer Focused: Develops in-depth understanding of customer needs in order to provide what they need rather than what is convenient. Develops and implements strategies and processes which improve customer relationships. Tries to get others to see things from the customer perspective. Acts as an advocate - takes the side of the customer in challenging existing standards of customer focus.
- Influencing Skills: Emphasises positive messages and benef
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