Job Title:
Account Manager (Growth and Territory Segment Focus)
Function:
Commercial
Department:
Sales
Reports To:
Sales Director
Role Overview:
As an Account Manager specialising in the Growth and Territory Segment, you will be responsible for driving growth by selling AVEVA's suite of products and services to new and growth customers.
Your role will be pivotal in expanding AVEVA's presence in this market, enabling these customers to leverage our agile data platform to manage their engineering and process data as a unified digital twin.
You will focus on meeting sales goals while delivering value-driven solutions to new and existing accounts.Key Responsibilities:
New Business Acquisition:
Identify and engage customers that have not previously used AVEVA solutions, securing new logos and expanding our market presence.
Account Growth:
Develop and nurture relationships with existing customers to drive upsell and cross-sell opportunities, increasing ARR.
Sales Strategy Implementation:
Develop and execute detailed account plans, from prospecting and qualifying leads to closing deals, ensuring revenue targets are achieved and forecasts are met.
Collaborative Selling:
Work closely with internal teams and leverage cross-functional resources to support account management and ensure sales goals are achieved.
Market Expertise:
Stay informed on industry trends, customer needs, and competitive products to effectively position AVEVA's solutions.
Continuous Development:
Stay up to date on AVEVA's product offerings and sales methodologies through ongoing training.
Customer Engagement:
Deliver compelling sales presentations that address specific business needs, showcasing the value and unique differentiation of AVEVA's technology.
Issue Management:
Proactively address and resolve customer issues, collaborating with internal teams to ensure satisfaction.
Pipeline Management:
Use Salesforce and the MEDDPICC sales methodology to manage your sales pipeline, ensuring accurate forecasts and reporting.
Qualifications, Experience, and Skills:
Essential Experience:
Proven track record in direct sales, including relationship-building at all levels within client organizations.
At least 8 years related work experience in selling SaaS or DaaS (Data as a Service) solutions.
Strong business development experience, with a focus on acquiring new customers.
Demonstrated ability to close complex software and product agreements, owning the entire sales process.
Experience in industrial software, engineering software, or automation is highly preferred.
Preferred (Not Essential):
Knowledge of IT applications within process and automation industries.
Familiarity with Salesforce and the MEDDPICC sales framework.
Essential Skills:
Fluent in English, with excellent written and verbal communication skills.
Strong interpersonal and relationship management abilities, able to engage effectively with various stakeholders.
Ability to work both independently and collaboratively within a team environment.
Behavioural Competencies:
Personable, trustworthy, and able to inspire confidence in clients.
Highly self-motivated, proactive, and results-oriented.
Organized and detail-focused, with the ability to manage multiple tasks simultaneously.
Creative, curious, and open to feedback and continuous learning.
Other Requirements:
Regular regional travel is required, with occasional international travel.
Commercial at AVEVA
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.
Find out more:
Japan Benefits include:
Flex working hour system, starting from total 22 days annual leaves, parental leave, additional leaves, Relo Club employee benefits, well-being support, life insurance, pension, company's gift, education support.
It's possible we're hiring for this position in multiple countries, in which case the above benefits apply to the primary location.
Find out more:
Hybrid working
By default, employees are expected to be in their local AVEVA office three days a week, but some positions are fully office-based.
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.
Find out more:
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.Learn more about how we are progressing against our ambitious 2030 targets:
sustainability-Find out more:
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.Show more Show less
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