Strategic Account Manager - Hybrid & Growth

AVEVA

Philadelphia (Philadelphia County)

Hybrid

USD 120,000 - 199,000

Full time

11 days ago

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Benefits offered by this job

Flex work hours

PTO 20 days rising to 25 with service

Volunteer days (paid)

Parental leave (primary and secondary)

Well-being support

Medical insurance

Dental insurance

Vision insurance

401K

Job summary

AVEVA is a global leader in industrial software, seeking a Strategic Account Manager to expand our footprint in named accounts within a defined territory. The role focuses on driving incremental revenue through cross-sell and upsell of AVEVA software and services while managing the full sales cycle from prospecting to closure.

You will build executive-level relationships, develop account plans, and use MEDDPICC-based forecasting to deliver measurable business outcomes.

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 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

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.
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).