AVEVA is a global leader in industrial software. Our cutting-edge solutions are used by thousands of enterprises to deliver the essentials of life – such as energy, infrastructure, chemicals and minerals – safely, efficiently and more sustainably.We’re the first software business in the world to have our sustainability targets validated by the SBTi, and we’ve been recognized for the transparency and ambition of our commitment to diversity, equity, and inclusion. We’ve also recently been named as one of the world’s most innovative companies.If you’re 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/DimensionsThis role is part of a local Pacific sales team where you will define and plan your strategic and tactical approaches to achieving your objectives. You will work closely with local marketing, technical sales, technical post-sales support and the delivery organisation to build and close business within the region.This role requires the ability to discover new opportunities for AVEVA’s traditional and non-traditional solutions, working with the client to explore and build a business case for investment in AVEVA’s solutions, supporting the growth of the business. You will be required to maintain and utilise the AVEVA CRM system in line with the Framework of ONE AVEVA.As this is an inside sales role, a significant portion of the job will be using the phone, TEAMS, email and other communication techniques to reach your customers and prospects in an efficient manner.Principal AccountabilitiesMeet or exceed quarterly revenue targets supporting the local Pacific business.Define and execute your Inside Sales Business Plan which outlines your strategic and tactical approaches for achieving your targetsPlan and organise all related sales activities starting from prospecting through to closing business in line with the Framework of ONE AVEVAComply with AVEVA’s Processes and Policies and other written and verbal communication from the management.Produce monthly reports outlining short to long term account strategies including both current and proposed activities, 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.Ensure sales documentation to support revenue booking are duly signed.Retain existing accounts and expanding solution utilisation, managing relationships at all levels of their business.Support management with all market related information and assist with marketing activity where appropriate.Important Working RelationshipsIn addition to maintaining strong working relationships with all Pacific Sales Management, Marketing, Solution Strategy, Global Business Development and Consultants, the Account Manager will maintain a close working relationship with the local Technical Pre & Post Sales organisation to ensure accurate communication of requirements and client expectations.Knowledge, Skills & Experience RequiredYou will be a driven, self-motivated individual who is naturally curious and has a passion for creating solutions that benefit the company and the customer.Prior sales experience is a plus, but depth of AVEVA’s product line is an acceptable substitute with at least one year of experience.You must be passionate about the customer’s business and must 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.You will be skilled and experienced operating at a range of 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 excellent understanding of the business benefits of the AVEVA solutions and services. Ability to describe the product benefits and any special offers and give advice about how these may benefit customers personally.You will have 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.You will have a positive and determined approach to researching and analysing new business opportunities and then marshalling the resources to pursue and close the business.You will have strong communication skills in all forms – written, oral, email, presentation, and have strong English language skills.You will be personable, be a strong team player and be able to conduct challenging business and commercial conversations with customers in a positive manner.Sales Competencies RequiredStrong Phone Presence: Because this job is conducted almost exclusively via phone and other electronic communication devices, you must possess the ability to understand nuances in intonation, word choice, and demeanour over the phone.Must be able to build rapport over the phoneStrong listening skillsMust be comfortable with silence over the phoneStrong Written Skills: Outside of phone skills, written communication will be the most used medium to communicate with prospects and customers. You will possess an innate ability to communicate succinctly in both English and a native language according to regional needs.Compose concise communication without grammatical or spelling errors.Ability to be brief but thorough in communication without use of jargon or other filler words.Customer Focused: Identifies customer’s real needs beyond those initially expressed. Understands customer’s personalities/views and thinks through what will have the biggest impact on them. Makes concrete efforts to exceed customer expectations and add value. Takes step to measure customer satisfaction.Begins the conversation with customer needs, not our capabilities.Can identify opportunities to teach customers.Is willing to push back against customer in order to share important information.Initiates commercial conversations with insight about a customer’s business.Relationship Management: Interprets behaviours and uses past experience to anticipate reactions. Predicts and prepares for reactions to events. Understands customers/prospects underlying problems and the reason for the current or long term behaviour.Engages in dialogue with customers to help the customer learn something new.Can articulate customer value drivers in light of AVEVA’s value proposition.Influencing Skills: Emphasises positive messages and benefits which win appeal to audience. Chooses and uses most appropriate arguments, not just the most obvious. Focuses on key benefits, including bottom line benefits to get the message across.Can identify key stakeholder(s), their objectives, and metrics.Can adjust language and messages to different stakeholders.Commercial Awareness: Supports the budgeting and forecasting processes within AVEVA and takes corrective action to ensure performance targets are met. Manages and contains risk in a well-defined and contained environment. Can seamlessly draw implications relevant to the customer’s growth path or business requirements that better positions AVEVA’s capabilities.Shows comfort with relevant data and examples specific to the customer and industry.Can articulate customer’s business model, key cost drivers, growth paths, and value propositionConducts regular due diligence to understand customer value driversNegotiating 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. Leads or is involved in formal negotiating arrangements with external organisations.Attempts to acknowledge and defer price-based conversations.Attempts to ensure customer properly understands value before discussing financial terms.Drive and Commitment: Has self-motivation as demonstrated in taking action before being asked or told. Seizes opportunities as they occur, and regularly does more than the minimum required. Remains unsatisfied by previous achievements.Assesses the customer’s readiness to proceed at each stage of the buying process.Sets clear next steps after each meeting.Attempts to understand customer motivations for delaying next steps.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.
