Strategic Account Manager

Aveva Group Plc; Greater London; Hybrid; GBP 90,000 - 120,000; Full time

Job summary

AVEVA Group plc in the United Kingdom seeks an experienced sales professional to drive cross-portfolio revenue growth across Utilities, Infrastructure, O&G, Transmission & Distribution, and EPCs. You will build strategic account plans, manage the full sales cycle from prospecting to contract closure, and develop senior client relationships.

Fluency in English is required; you will operate with AVEVA's MEDDPICC framework, leverage CRM (Salesforce), and report monthly on performance.

Qualifications

• Must have domain expertise in an appropriate industry.
• Degree or professional qualification relevant to AVEVA industries.

Responsibilities

• Meet or exceed quarterly revenue targets supporting regional plan.
• Maximise revenue growth through cross-portfolio sales using AVEVA Plays.
• Uncover and drive new revenue while managing commercial activity from opportunity to contract.
• Define and execute Account Plans to achieve targets.
• Plan and organize sales activities from prospecting to closing per AVEVA policies.
• Develop C-Level client relationships to position AVEVA as a strategic partner.
• Analyse performance using the AVEVA Dashboard and forecast.
• Maintain pipeline using MEDDPICC and Salesforce CRM.

Skills

Domain expertise

Fluent English

Education

Degree qualified or professional qualification in AVEVA industries

Job description

Job responsibilities and requirements

• 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).

  This person should be a team player and be able to positively conduct challenging business and commercial conversations with customers., Significant experience in sales, account management, or business development role 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 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.
• 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.

  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-report.aveva.com/ Find out more: aveva.com/en/about/careers/ 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.

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: https://www.aveva.com/en/about/careers/
• 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: https://www.aveva.com/en/about/careers/

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

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. It's possible we're hiring for this position in multiple countries, in which case the above benefits apply to the primary location. Specific benefits vary by country, but our packages are similarly comprehensive. Find out more: aveva.com/en/about/careers/benefits/

Hybrid working

• We work in a hybrid way at AVEVA. Most roles are based at a local AVEVA office, with an expectation of being on-site 50% of your working hours to support collaboration and connection. Some positions are fully office-based depending on the nature of the work, and certain roles that support specific customers or markets may be remote. The working arrangement for this position will be confirmed during the hiring process.