Account Manager - II

Role Summary:

As an Account Manager specializing in the Growth and Territory Segment, you will be responsible for driving growth by selling AVEVA’s suite of products and services to new and growth customers. Your role will be pivotal in expanding AVEVA’s presence in this market, enabling these customers to leverage our agile data platform to manage their engineering and process data as a unified digital twin. You will focus on meeting sales goals while delivering value-driven solutions to new and existing accounts. 

Key Responsibilities: 

• New Business Acquisition: Identify and engage customers that have not previously used AVEVA solutions, securing new logos and expanding our market presence. 

• Account Growth: Develop and nurture relationships with existing customers to drive upsell and cross-sell opportunities, increasing ARR. 

• Sales Strategy Implementation: Develop and execute detailed account plans, from prospecting and qualifying leads to closing deals, ensuring revenue targets are achieved and forecasts are met. 

• Collaborative Selling: Work closely with internal teams and leverage cross-functional resources to support account management and ensure sales goals are achieved. 

• Market Expertise: Stay informed on industry trends, customer needs, and competitive products to effectively position AVEVA’s solutions. 

• Continuous Development: Stay up to date on AVEVA’s product offerings and sales methodologies through ongoing training. 

• Customer Engagement: Deliver compelling sales presentations that address specific business needs, showcasing the value and unique differentiation of AVEVA’s technology. 

• Issue Management: Proactively address and resolve customer issues, collaborating with internal teams to ensure satisfaction. 

• Pipeline Management: Use Salesforce and the MEDDPICC sales methodology to manage your sales pipeline, ensuring accurate forecasts and reporting. 

Qualifications, Experience, and Skills: 

Essential Experience: 

• Proven track record in direct sales, including relationship-building at all levels within client organizations. 

• Experience in selling SaaS or DaaS (Data as a Service) solutions.  

• Strong business development experience, with a focus on acquiring new customers. 

• Demonstrated ability to close complex software and product agreements, owning the entire sales process. 

• Experience in industrial software, engineering software, or automation is highly preferred. 

Preferred (Not Essential): 

• Knowledge of IT applications within process and automation industries. 

• Familiarity with Salesforce and the MEDDPICC sales framework. 

Essential Skills: 

• Fluent in English, with excellent written and verbal communication skills. 

• Strong interpersonal and relationship management abilities, able to engage effectively with various stakeholders. 

• Ability to work both independently and collaboratively within a team environment. 

Behavioral Competencies: 

• Personable, trustworthy, and able to inspire confidence in clients. 

• Highly self-motivated, proactive, and results-oriented. 

• Organized and detail-focused, with the ability to manage multiple tasks simultaneously. 

• Creative, curious, and open to feedback and continuous learning. 

Other Requirements: 

• Regular regional travel is required, with occasional international travel.