Strategic Account Manager

Aveva Group Plc; City Of London; Hybrid; GBP 60,000 - 80,000; Full time

Job summary

A leading industrial software company based in the UK is looking for a skilled sales professional to drive revenue growth and manage customer relationships. The role involves developing strategic account plans and engaging with C-level clients to secure AVEVA's position as a trusted partner. Candidates should have significant experience in sales and account management, especially within the utilities and infrastructure sectors. The company offers a hybrid working model and comprehensive benefits.

Benefits

Flexible benefits fund

28 days annual leave

Private medical insurance

Qualifications

• Significant experience selling software solutions in relevant industries.
• Self-starter with the ability to develop new client engagements.
• Ability to engage with both end-users and senior decision-makers.

Responsibilities

• Meet or exceed quarterly revenue targets.
• Drive new revenue while managing all commercial activities.
• Provide monthly performance reporting using relevant dashboards.

Skills

Sales expertise

Account management

Business development

Communication skills

Analytical skills

Fluency in English

Education

Degree or professional qualification relevant to AVEVA industries

Tools

Salesforce

Job description

Overview

+ 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. + Uncover, direct and drive new revenue generation whilst retaining accountabilities for all commercial activity within the account from opportunity inception to contract closure. + Define and execute Account Plans, 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 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 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. + Analyse ongoing performance using the AVEVA Account Manager Dashboard 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).

Responsibilities

• Execute annual and quarterly revenue targets aligned to the regional business plan.
• Apply the AVEVA Strategic Sales Plays to maximize customer value and revenue growth.
• Drive new revenue while managing all commercial activity within the account from opportunity inception to contract closure.
• Define and implement Account Plans with clear strategic and tactical approaches to achieve targets.
• Plan and organize sales activities from prospecting to closing in accordance with AVEVA policies and processes.
• Develop and deepen C-level relationships to understand client digital initiatives and business drivers, positioning AVEVA as a strategic partner.
• Provide monthly performance reporting using the AVEVA Account Manager Dashboard, including long-term account strategies, activities, visits, revenue status, and forecasts.
• Maintain and develop the customer pipeline following MEDDPICC forecasting protocols and record all activity in Salesforce.

Qualifications

• Significant experience in sales, account management, or business development selling software solutions across Utilities and Infrastructure, O&G, Transmission & Distribution or EPCs Owner Operators, or Design consultants, or parallel sectors.
• Well versed and experienced with IT Software and Solutions and sector-specific trends within AVEVA’s served industries (O&G, T&D, Water & Wastewater, Infrastructure, Manufacturing, Life Sciences/Pharma, Mining, Metals, Materials/Marine).
• You are a self-starter capable of developing new client engagements through the entire sales cycle.
• Skilled at engaging at multiple levels from end-users to senior decision-makers, aligning business problems with AVEVA solutions.
• Strong understanding of the business benefits of AVEVA solutions and the ability to describe product benefits.
• Commercial and analytical skills to identify market trends and opportunities, creating dynamic business and account plans.
• Strong communication skills in written, oral, email, and presentation formats. 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 AVEVA industries.

About AVEVA and Benefits

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 in our Commercial team. Find out more: https://www.aveva.com/en/about/careers/

UK Benefits

• Flexible benefits fund, emergency leave days, adoption leave, 28 days annual leave (plus bank holidays), pension, life cover, private medical insurance, parental leave, education assistance program.
• Hybrid working: By default, employees are expected to be in their local AVEVA office three days a week, though some roles may be fully office-based.

Hiring process

Interested? Submit your cover letter and CV through our application portal. AVEVA is committed to recruiting and retaining people with disabilities. Please notify us in advance if you need reasonable support during your application process.

About AVEVA

AVEVA is a global leader in industrial software with more than 6,500 employees in over 40 countries. We deliver solutions to industries such as energy, infrastructure, chemicals, and minerals. We are committed to sustainability and inclusion, with 2030 targets and ongoing diversity initiatives. AVEVA requires all successful applicants to undergo background checks and drug screening where permitted by law. We are an Equal Opportunity Employer and are committed to an inclusive culture.