Strategic Account Manager, AVEVA
DACH
Salary not provided
Senior and Expert level
Remote in Germany
Industrial software
Open for applications
Industrial software
1001+ employees
B2BArtificial IntelligenceInternet of Things
Open for applications
Salary not provided
Senior and Expert level
Remote in Germany
1001+ employees
B2BArtificial IntelligenceInternet of Things
Company mission
To spark ingenuity to drive responsible use of the world’s resources
Role
Who you are
- You will possess experience (at least 8-15 years) in a sales, account management, or business development role selling software solutions serving Owner Operators, EPC’s, or Design consultants
- You will possess experience (at least 4 years) with IT solutions and the business processes associated with the industries served by AVEVA and are likely to have worked for an IT solutions provider, EPC, Owner Operator, or technology consultancy
- You must be insightful 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 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
- You must have an excellent understanding of the business benefits of the AVEVA solutions and services. Ability to describe the product benefits and any special offers and advise how these may benefit customers personally
- You will have good commercial and analytical skills to help identify market trends and opportunities for your nominated territory, creating dynamic business and account plans to exploit such opportunities
- 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 positively conduct challenging business and commercial conversations with customers. Ideal Candidate will have domain expertise and relationships in LNG, Chemical, Midstream, or EPC companies
What the job involves
- The Strategic Account Manager’s purpose is to develop business with new accounts and footprint expansion within existing named accounts of the defined territory
- The primary goal of the role is to meet revenue objectives and maximize AVEVA solutions and services within these accounts
- Is an independent, seasoned professional who has experience working in a complex sales environment
- Directs their account team to uncover and drive new revenue generation and is solely accountable for all commercial activity within the account from opportunity inception to contract closure
- Maximizes revenue growth and customer outcomes through a robust cross-portfolio sales strategy that utilizes the AVEVA Strategic Sales Plays, focusing on delivering the most impact to our customers’ business
- Identifies, pursues, and develops C- Level client relationships and, through the course of these interactions, deepen their understanding of their 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
- 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 Framework of ONE AVEVA
- 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 current and proposed activities, customer visits, revenue status, and revenue forecast
- Maintain and develop the customer pipeline following the stage-gate forecasting protocols and maintain all activity within AVEVA’s CRM solution. Important Working Relationships In addition to maintaining strong working relationships with all regional Sales Management, Marketing, Solution Strategy, Global Business Development, and Consultants, the Strategic Account Manager will keep a close working relationship with the regional Partner Sellers, Legal & Contracting groups, and Technical Pre & Post Sales organizations to ensure accurate communication of requirements and client expectations
Application process
- AVEVA requires all successful applicants to undergo and pass a comprehensive background check before they start employment
Our take
Founded in 1967 as a UK research institute for the development of computer-aided design, AVEVA has since grown to become a world leader in industrial software with its products used by over 20,000 companies worldwide. Primarily focusing on energy, infrastructure and manufacturing sectors, it has also expanded into numerous other industrial applications, and its clients include enterprises such as Danone, GlaxoSmithKline and Borg.
AVEVA is making history with its collaboration with Meridian Energy Group on the Davis Refinery, the first full-conversion refinery in the US since 1976. This project sets a new standard in sustainability by achieving net-zero Scope 1 and Scope 2 carbon emissions through renewable biofeedstock. AVEVA's CONNECT platform and EPC .0 solutions are crucial for providing real-time visibility and seamless data management throughout the refinery's lifecycle.
Alongside this, AVEVA's new hybrid cloud MES solution highlights its commitment to advancing industrial technology. This launch allows companies to manage production data more effectively and gain insights through AI and analytics, reinforcing AVEVA's leadership in digital transformation and promoting more agile, efficient, and eco-friendly manufacturing processes.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Time off: 28 days of annual leave, plus bank holidays. You can also buy/sell five days a year
- Emergency leave: Five days a year to use when unexpected or urgent events make it impossible to work
- Hybrid working: The default option for employees is a 3:2 split between the office and working from home. Some positions are fully remote and others are fully office-based—refer to the job listing for specific details
- Parental leave: Maternity leave comprises 18 weeks at full pay, followed by 21 weeks statutory pay and 13 weeks unpaid. Paternity leave is two weeks at full pay. Pension contributions and benefits are maintained throughout
- Workplace nursery scheme: Pay for your child’s nursery directly through payroll, saving tax and NI contributions
- Electric care lease: Use your flexible benefits fund to subsidize the pre-tax leasing of a brand-new electric or ultra-low-emission car
- Shopping vouchers: Use your flexible benefits fund on discounts and vouchers for many major retail, tech and restaurant chains
- BUPA private healthcare: BUPA healthcare is a core benefit for employees. Use your flexible benefits fund and/or salary sacrifice to add family members
- Anonymous counselling: Through our Modern Health benefit, employees and their dependents over 13 are eligible to use our mental health app and receive unlimited counselling and coaching each year
- Dental insurance: Use your flexible benefits fund to cover preventative and restorative treatment. You can also add coverage for family members
- Cycle to work: Buy a brand-new bike and save 25–40% on retail price thanks to tax savings
- Gym membership: Use your flexible benefits fund to discount a membership to a major gym chain
- Bonus: Based on a combination of your own performance and AVEVA’s financial results
- Pension: Use your flexible benefits fund to increase the standard employer contribution. You can also route your bonus directly into your pension, saving tax and NI
- Income protection: Secure a reliable income if you’re unable to work due to long-term sickness or injury
- Life assurance: In the event of your death, your loved ones will receive a lump sum
- Charitable giving: The Action for Good program gives you three days of paid volunteering every year, as well as match funding opportunities. You can also use your flexible benefits fund to give to charity pre-tax
- Professional development: Access to LinkedIn Learning gives you the chance to grow your knowledge and skills, while AVEVA’s extensive mentorship network allows you learn from colleagues across the company
- Education support: After one year with AVEVA, you can apply for support towards a relevant course or qualification. AVEVA will reimburse up to 70% of the cost
- Service recognition: Whether you’ve been with us for 12 months or 50 years (it’s happened!), the AVEVAversary program rewards you during milestone years with cash and time off. We also recognize your contributions by planting a tree in the AVEVA Forest, our global forest of recognition
Company HQ
Cambridge, UK
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