Job Description

AVEVA is a global leader in industrial software. Our cutting-edge solutions are used by thousands of enterprises to deliver the essentials of life \xe2\x80\x93 such as energy, infrastructure, chemicals and minerals \xe2\x80\x93 safely, efficiently and more sustainably.

We\xe2\x80\x99re the first software business in the world to have our sustainability targets validated by the SBTi, and we\xe2\x80\x99ve been recognized for the transparency and ambition of our commitment to diversity, equity, and inclusion. We\xe2\x80\x99ve also recently been named as one of the world\xe2\x80\x99s most innovative companies.

If you\xe2\x80\x99re 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 https://www.aveva.com/en/about/careers/

Specialist Sales Account Manager

Location: Singapore

Who are you?

We are looking for a high energy software seller with an excellent track record of delivering results in the domain expertise on HMI/SCADA/Enterprise Visualization portfolio for Asia Pacific. You will be accountable for delivering the sales targets for the Indonesia territory segment. You will report to VP, Head of Product Sales, APAC.

What will you do?

• Meet or exceed the assigned sales quota and pipeline generation with the domain expertise on AVEVA HMI/SCADA/Enterprise Visualization portfolio.
• Conduct the following activities for the growth of AVEVA HMI/SCADA/Enterprise Visualization in APAC.

• Land the portfolio sales strategy into the Markets and provide feedback from the Region to the Portfolio management and R&D (bi-directional)
• Identify the target market for the growth and decide the go-to-market strategy such as direct, channel, global alliance partner, etc.
• Tailor Regional growth strategies initiatives and drive execution leveraging Sales (all GTM) and supporting functions (Presales, Customer Support, Service, Marketing, etc.)
• Ensure Business Readiness for presales, sales, customer support, service, marketing by escalating the suggestions to the management for the sustainable business growth
• Coaching Sales how to sell assigned products and leading C-Level conversation.
• Lead strategic sales opportunities by develop and executing the winning strategy involving with various stakeholders like account manager, deal desk, presales, product manager, service, etc.

• Direct Sales Pursuits:

Work with the account manager to acquire new customers. Support the sales process from strategy thru solution development to proposal generation, contract preparation, negotiations and close. This also includes.

• contract documentation, OPERA preparation, approval, contract booking and software release.
• Interactions with regional sales/ product sales/ Business leaderships to defining pricing and other opportunity specific strategy.

• Demand Generation and Business Development:

Work with Portfolio/ Regional Marketing to shape Marketing/ Demand Generation initiatives specific to Value Chain Optimization Work closely with AVEVA sales resources to identify new opportunities. This includes our partners and channels, including but not limited to SE segment sales. Be the domain expert in at least of the areas listed above for customer needs, competition, industry trends, etc., and have the ability to effectively articulate the value propositions within the software in a compelling fashion.

• Participate/ initiate communication- marketing events such as trade shows, regional roadshows, Industry Councils or Associations
• Conduct customer facing and internal sales enablement webinars.
• Participate/ support regular cadence/ reporting to AVEVA direct sales/ product sales team.
• Any other actions/ tasks that may be requested on a time to time basis to meet the overall objective of growing Value Chain Optimization business in assigned market.

What are we looking for?

Experience

• Between 7 to 10 years of (software) sales experience with HMI/SCADA/UOC portfolio.
• Experience in working closely with marketing and channels (for e.g., on demand generation, channel development).
• Track record of meeting / exceeding targets within assigned product portfolio across APAC.
• Experience with oil & gas, chemicals, power, marine, EPCs and manufacturing industries across Asia Pacific preferred.
• Engineering / Business / Information Technology degrees preferred.

Skills

• Time management and prioritizing key opportunities / prospects.
• Excellent communications and interpersonal skills, ability to listen and translate customer needs to business solution.
• Understanding of enterprise business systems application, commercial law, tender evaluation and quote preparation
• Demonstrated C-Level client relationship management skills.
• Strategic thinker with long term vision and growth orientation
• Identifying opportunities through strategic planning and execution of developed plan.
• Can demonstrate strong achievement in solution sales.
• Strong (oral and written) communicator with presence and ability to engage with across various levels.

Behaviours

• Entrepreneurship and persuasive by navigating within company, customer and partners to achieve the right outcome.
• Develop persistence and detailed follow-up.
• Be an agent of transformation and ability to convince internal stakeholders to change sales approach or sell new solutions.
• Self-starter with high-energy, independence and proactive.
• Demonstrates sense of urgency, ability to handle multiple priorities & collaborate with multiple stakeholders.
• Quick learner who can adapt well in a fast-paced environment by listening, absorbing and quickly applying lessons learned from all inputs.
• Resonates with culture focused on Impact, Aspiration, Curiosity and Trust

AVEVA requires all successful applicants to undergo and pass a 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.

Come and join AVEVA to create the transformative technology that enables our customers to engineer a better world.

AVEVA