Strategic Account Manager

Strategic Account Manager

The primary role of the Strategic Account Manager is to deliver sales target objectives by managing and developing new business in various industries, especially Oil & Gas industries.

This role is part of the Korea sales team, where you will define and plan your strategic and tactical approaches to achieving your sales target objectives. You will work closely with local marketing, technical sales, Customer Success, and the delivery organization to build and close business to your assigned accounts. This role requires the ability to discover new opportunities for AVEVA's engineering solutions in the Oil & Gas market, working with the customer to explore and build a business case for investment in AVEVA's solutions. You will be required to utilize the AVEVA CRM system in line with the Framework of AVEVA Way of Selling to support the execution of your plan. It is an expectation that travel to clients, partners, prospects, AVEVA offices, etc. (including overseas on occasions) will be a normal requirement of successfully executing this role.

Principal Accountabilities:

• Focus on new business and logos
• 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 AVEVA Sales Process
• 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 weekly reporting including long term account strategies with both current and proposed activities, customer visits, revenue status, and revenue forecast
• Maintain and develop the customer pipeline in accordance with the pipeline recognition rules and maintain activity within AVEVA's CRM solution

Important Working Relationships:

• Maintain strong working relationships with all regional Sales, Marketing, Solution Strategy, Global Business Development, and Consultants
• Maintain a close working relationship with the regional Technical Pre & Post Sales organization to ensure accurate communication of requirements and client expectations

Knowledge, Skills & Experience Required:

• More than 10 years of experience in an account management role selling Subscription/Cloud software solutions serving in the Petrochemical, Chemical, Power, Semiconductor, Pharm & Steel Industry and/or Design consultants
• Passionate about the customer's business and able to investigate and uncover their most important problems to solve, matching AVEVA's solutions to them where appropriate
• Preferably degree qualified or have a professional qualification
• Self-starter, able to work to develop new and existing client engagements though the entire sales cycle
• Sound commercial and analytical skills to help identify market trends and opportunities for your nominated territory, refining business and account plans to exploit such opportunities
• Experienced in assessing commercial and legal risk and taking steps in negotiations to minimize/mitigate same from our business undertakings
• Positive and determined approach to researching and analyzing new business opportunities and then marshalling the resources to pursue and close the business
• Strong communication skills in all forms – written, oral, email, presentation, and have strong English language skills
• Personable, be a strong team player and be able to conduct challenging business and commercial conversations with customers in a positive manner

Sales Competencies Required:

• Customer Focused: Develops in-depth understanding of customer needs in order to provide what they need rather than what is convenient. Develops and implements strategies and processes which improve customer relationships
• Negotiating Skills: Able to negotiate business with customers of high value or involving several levels of intervention. Leads projects or teams, the success of which depends upon the individual's ability to achieve negotiated settlements

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 fulfillment 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.