AVEVA infuses industrial software with intelligence to empower people to shape a sustainable future. We work with our customers and harness the power of our ecosystem to deliver operational agility and empower human expertise.
Our solutions advance engineering and operations with Performance Intelligence. From water and energy to food and infrastructure, we inspire insights that transform opportunity into sustainable business value.
We combine unparalleled intelligence with collaborative innovation to enable people and industries to thrive.
There are 6,000 of our people at 90 locations in more than 40 countries who challenge themselves and each other to create and improve the transformative technology our customers need.
With our help, industries across the world can make a positive difference to the lives of people everywhere.
We take pride in our core values and the diversity of our people, valuing the unique experience and expertise that people from different backgrounds bring to our business.
At AVEVA, we’re all about Limitless possibilities. Are you?
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 organise all related sales activities starting from prospecting through to closing business in line with the Framework of ONE AVEVA
Comply with AVEVA’s Processes and Policies and other written and verbal communication from the management.
Produce monthly reports outlining short to long term account strategies including 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 CRM solution.
Ensure sales documentation to support revenue booking are duly signed.
Retain existing accounts and expanding solution utilisation, managing relationships at all levels of their business.
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 Management, Marketing, Solution Strategy, Global Business Development and Consultants, the 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.
Knowledge, Skills & Experience Required
You will possess experience (at least 4-7 years) in a sales, account management and / or business development role selling software solutions serving Shipyard / Offshore and / or Design consultants, shipowner, ship Classification society.
You will possess experience (at least 4 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, Marine, EPC, or technology consultancy.
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 preferably be degree qualified or have a professional qualification.
You will be a self-starter, able to work to develop new client engagements through the entire sales cycle.
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 must have excellent understanding of the business benefits of the AVEVA solutions and services. Ability to describe the product benefits and any special offers and give advice about how these may benefit customers personally.
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 have a positive and determined approach to researching and analysing new business opportunities and then marshalling the resources to pursue and close the business.
You will have strong communication skills in all forms written, oral, email, presentation, and have strong English language skills.
You will be personable, be a strong team player and be able to conduct challenging business and commercial conversations with customers in a positive manner.
Sales Competencies Required
Customer Focused : Identifies customer’s real needs beyond those initially expressed. Understands customer’s personalities / views and thinks through what will have the biggest impact on them.
Makes concrete efforts to exceed customer expectations and add value. Takes step to measure customer satisfaction.
oBegins the conversation with customer needs, not our capabilities.
oCan identify opportunities to teach customers.
oIs willing to push back against customer in order to share important information.
oInitiates commercial conversations with insight about a customer’s business.
Relationship Management : Interprets behaviours and uses past experience to anticipate reactions. Predicts and prepares for reactions to events.
Understands customers / prospects underlying problems and the reason for the current or long term behaviour. Picks up on subtle, unspoken messages of individuals when in group settings and in one-to-one discussions.
oEngages in dialogue with customers to help the customer learn something new.
oCan articulate customer value drivers in light of AVEVA’s value proposition.
Influencing Skills : Emphasises positive messages and benefits which win appeal to audience. Chooses and uses most appropriate arguments, not just the most obvious.
Focuses on key benefits, including bottom line benefits to get the message across.
oCan identify key stakeholder(s), their objectives, and metrics.
oCan adjust language and messages to different stakeholders.
Commercial Awareness : Supports the budgeting and forecasting processes within AVEVA and takes corrective action to ensure performance targets are met.
Manages and contains risk in a well-defined and contained environment. Can seamlessly draw implications relevant to the customer’s growth path or business requirements that better positions AVEVA’s capabilities.
oShows comfort with relevant data and examples specific to the customer and industry.
oCan articulate customer’s business model, key cost drivers, growth paths, and value proposition
oConducts regular due diligence to understand customer value drivers
Negotiating Skills : Able to negotiate business with customers of high value or involving several levels of intervention Leads projects or teams, the success of which depends upon the individual’s ability to achieve negotiated settlements.
Leads or is involved in formal negotiating arrangements with external organisations.
oAttempts to acknowledge and defer price-based conversations.
oAttempts to ensure customer properly understands value before discussing financial terms.
Drive and Commitment : Has self-motivation as demonstrated in taking action before being asked or told. Seizes opportunities as they occur, and regularly does more than the minimum required.
Remains unsatisfied by previous achievements.
oAssesses the customer’s readiness to proceed at each stage of the buying process.
oSets clear next steps after each meeting.
oAttempts to understand customer motivations for delaying next steps