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Job Title: Strategic Account Manager
Location: Frankfurt Office (Hybrid)
Employment Type: Full-time
The Job
The Strategic Account Manager's purpose is to develop business with new accounts and footprint expansion within existing named accounts of the defined territory. The primary goal of the role is to meet revenue objectives and maximize AVEVA solutions and services within these accounts., whilst being a strong team player, able to positively conduct challenging business and commercial conversations with customers.
Key responsibilities
- Meet or exceed quarterly revenue targets supporting the regional business. Maximizing revenue growth and customer outcomes through a robust cross-portfolio sales strategy, utilizing the AVEVA Strategic Sales Plays, focusing on delivering the most impact to our customers’ business.
- Direct the account team to uncover and drive new revenue generation and is solely accountable for all commercial activity within the account from opportunity inception to contract closure.
- Define and execute your Account Manager Business Plan, 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 the Framework of ONE AVEVA Comply with AVEVA’s Processes and Policies and other written and verbal communication from the management.
- Identify, pursue, and develop C- Level client relationships and, through the course of these interactions, deepen their 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.
- Analyze ongoing performance against your plan to develop monthly 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 stage-gate forecasting protocols and maintain all activity within AVEVA’s CRM solution.
Essential requirements
- Significant experience in sales, account management, or business development role selling software solutions serving Owner Operators, EPCs, or Design consultants.
- Well versed and experienced with IT solutions and the businesses associated with the industries served by AVEVA (Manufacturing/Infrastructure/Mining, Metals, Materials/Marine).
- Ability to be insightful about the customer’s business and be able to investigate and uncover their most important problems to solve, matching AVEVA’s solutions to them where appropriate.
- 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. Ability to describe the product benefits and any special offers and advise how these may benefit customers personally.
- 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 and relationships in LNG, Chemical, Midstream, or EPC companies.
- 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, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team.
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.
