Strategic Account Executive

Account Manager III

AVEVA is creating software trusted by over 90% of leading industrial companies. Salary Range: $131,600.00 - $219,400.00. This pay range represents the minimum and maximum compensation that the position offers, and final compensation can vary within the range depending on work location, job experience, skills, and relevant educational attainment and/or training.

Location: Texas (Houston, Hybrid or remote)

Reports to: Sales Director, US-Central Region & Sales Area: Region Sales (AMERICAS, US-Central) Sales Area (TX,LA,OK,KS,MO,NE,IA,ND,SD,MN,WI)

Overview

The Account Manager is an independent, seasoned professional with experience working in a complex sales environment. Directs their 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. Maximizes Annual Recurring Revenue growth and customer outcomes through a robust cross-portfolio sales strategy that utilizes the AVEVA Strategic Sales Plays, focusing on delivering the most impact to our customers' business. Identifies, pursues, and develops C-Level client relationships and, through 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.

Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; also understand how the company operates, including the role of people, processes, and technology; can speak in business language when applying professional expertise.

Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success.

Principal Accountabilities

• Meet or exceed quarterly revenue targets supporting the regional business.
• 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.
• Analyze your 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.
• Important Working Relationships In addition to maintaining strong working relationships with all regional Sales Management, Marketing, Solution Strategy, Global Business Development, and Consultants, the Account Manager will keep a close working relationship with the regional Partner Sellers, Legal & Contracting groups, and Technical Pre & Post Sales organizations to ensure accurate communication of requirements and client expectations.

Knowledge, Skills & Experience Required

• You will possess experience (at least 4-7 years) in a sales, account management, or business development role selling software solutions serving Owner Operators, EPCs, or Design consultants.
• You will possess experience (at least four years) with Application Software and the business processes associated with the industries served by AVEVA and are likely to have worked for an IT solutions provider, EPC, Owner Operator, or technology consultancy.
• You must 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 preferably be degree qualified or have a professional qualification.
• You will be a self-starter, able to work to develop new client engagements through the entire sales cycle.
• You will be 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.
• You must have an excellent understanding of the business benefits of AVEVA solutions and services. Ability to describe the product benefits and any special offers and advise how these may benefit customers personally.
• You will have good commercial and analytical skills to help identify market trends and opportunities for your nominated territory, creating dynamic business and account plans to exploit such opportunities.
• You will have strong communication skills in all forms – written, oral, email, and presentation, and have strong English language skills. You will be a personable, strong team player and positively conduct challenging business and commercial conversations with customers.

USA Benefits include: Flex work hours, 20 days PTO rising to 25 with service, three paid volunteering days, primary and secondary parental leave, well-being support, medical, dental, vision, and 401K. 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.

Hybrid working

By default, employees are expected to be in their local AVEVA office three days a week, but some positions are fully office-based. Roles supporting particular customers or markets are sometimes remote.

Hiring process

Interested? Great! Get started by submitting your cover letter and CV through our application portal. AVEVA is committed to recruiting and retaining people with disabilities. Please let us know in advance if you need reasonable support during your application process.

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.