The Strategic Account Manager at AVEVA is responsible for developing new business and expanding the company's footprint within named accounts across a defined territory. This role focuses on achieving incremental revenue targets by driving cross-selling and upselling of AVEVA software solutions, while positioning AVEVA as a transformational technology partner through strategic client relationships.
What You'll Do
- Meet or exceed quarterly incremental revenue targets supporting the regional business plan.
- Maximize revenue growth and customer outcomes through a robust cross-portfolio sales strategy, utilizing the AVEVA Strategic Sales Plays, focusing on delivering the greatest impact to our customers’ business.
- Uncover, direct and drive new revenue generation whilst retaining accountabilities for all commercial activity within the account from opportunity inception to contract closure.
- Define and execute Account Plans, 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 AVEVA’s policies and processes including other written and verbal communication.
- Identify, pursue, and develop C-Level client relationships and, through the course of these interactions, deepen your understanding of their client’s digital initiatives and business drivers.
- Analyse ongoing performance using the AVEVA Account Manager Dashboard to provide monthly performance 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 AVEVA MEDDPICC forecasting protocols and maintain all activity within AVEVA’s CRM solution (Salesforce).
What We're Looking For
- Significant experience in sales, account management, or business development role selling software solutions across Utilities and Infrastructure, O&G, Transmission & Distribution or EPCs Owner Operators, or Design consultants, or parallel sectors.
- Well versed and experienced with IT Software and Solutions and business drivers and sector specific trends within the industries served by AVEVA (O&G, Transmission & Distribution, Water and Wastewater, Infrastructure, Manufacturing, Life Sciences/Pharma, Mining, Metals, Materials/Marine).
- 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, able to describe the product benefits.
- 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
Nice to Have
- Domain expertise in an appropriate industry or market sector
- Degree qualified or a professional qualification in a relevant area to the key AVEVA industries
Technical Stack
- Salesforce
- MEDDPICC forecasting protocols
- AVEVA Strategic Sales Plays
- AVEVA Account Manager Dashboard
Team & Environment
Join a commercial team of over 2,000 professionals including industry experts, solution architects, sales, support, success managers, and business operations, all working together to drive customer success and innovation.
Benefits & Compensation
- Comprehensive background check provided in accordance with local laws
- Equal Opportunity Employer with commitment to inclusive culture
- Workplace environment where all employees are treated with dignity and respect
- Valuing diversity and expertise from people with different backgrounds
Work Mode
This role operates in a hybrid model, with locations in Sweden, Malmo and Denmark, Copenhagen. Flexible working arrangements including remote options are supported.
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.
