Account Manager

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 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 Direct the account new revenue generation whilst retaining accountabilities for all commercial activity within the account from opportunity inception to contract closure Define and execute on accounts using 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 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. 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. 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, EPCs and parallel sectors, serving Owner Operators, EPCs, or Design consultants. 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). 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 and advise how these may benefit customers personally. 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. 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 Company Industry IT - Software Services Department / Functional Area SalesBusiness Development Keywords Account Manager Get real-time job updates only on our App