Strategic Account Manager

AVEVA Denmark; Greater London; On-site; GBP 70,000 - 110,000; Full time

Benefits offered by this job

Flexible benefits fund

Emergency leave days

Adoption leave

28 days annual leave

Pension

Life cover

Private medical insurance

Parental leave

Education assistance program

Job summary

AVEVA in London (UK) seeks a Strategic Account Manager to develop business with new accounts and expand footprints within named accounts in a defined territory. The role targets incremental revenue growth while maximizing penetration of AVEVA software solutions and services.

You will engage with customers at multiple levels, define Account Plans, and drive opportunities from prospecting to contract closure, supported by hybrid working arrangements and collaborative sales teams.

Qualifications

• Significant experience in sales, account management or business development roles selling software solutions across Utilities and Infrastructure, O&G, Transmission & Distribution or EPCs Owner Operators, or Design consultants, or parallel sectors.
• Well versed with IT Software and Solutions and understanding of sector-specific trends within AVEVA industries.
• Self-starter able to develop new client engagements through the entire sales cycle.
• Able to operate at all levels from end-user to senior decision-makers and translate business problems into technology solutions.

Responsibilities

• Meet or exceed quarterly incremental revenue targets supporting the regional business plan.
• Maximise revenue growth and customer outcomes through a cross-portfolio sales strategy leveraging AVEVA plays.
• Uncover and drive new revenue while managing commercial activity from opportunity inception to contract closure.
• Define and execute Account Plans outlining strategic and tactical approaches to targets.
• Plan and organise sales activities from prospecting through closing in line with AVEVA policies.
• Identify, pursue and develop C-Level relationships and understand clients’ digital initiatives and drivers.
• Strengthen AVEVA’s position as a strategic partner delivering value through transformational sales.
• Analyse performance using the AVEVA Account Manager Dashboard and maintain CRM activity.

Skills

Sales experience

Account management

Business development

Strategic selling

Cross-functional collaboration

Job description

AVEVA is creating software trusted by over 90% of leading industrial companies.

Job Title: Strategic Account Manager

Location: UK, London - Hybrid

Employment Type: full-time

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 incremental revenue objectives and maximize penetration of AVEVA software solutions and services within these accounts (cross sell & upsell).

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.
• 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).

Essential requirements

• 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.

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

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, & fostering strong customer relationships, you'll find success and fulfilment in our Commercial team.

Find out more: https://www.aveva.com/en/about/careers/

UK Benefits include:

• 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.

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, & 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: https://www.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.

If you’re a curious and collaborative person who wants to make a big impact through technology, then we want to hear from you! Find out more at AVEVA Careers.

For more information about our privacy policy and how to manage cookies, visit our Privacy Policy.