Senior Account Manager - Oil & Gas + Marine
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.
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Job Title: Senior Account Manager - Oil & Gas + Marine
Location: Kuala Lumpur
Employment Type: Full-time
The job
We are looking for a high energy software sales personnel to deliver revenue objectives by managing and developing business with Oil and Gas + Marine industry and by driving utilization within named existing major accounts within Malaysia. You will report to the Senior Sales Manager, SEA.
Who is the team?
You will join a high-performing cross-functional sales team focused on growth with purpose. We aspire to double our business in three years in a sustainable way through go-to-market excellence, thought leadership, customer centric innovation and a focus on talent. Your immediate peers will be other segments (territory, growth, renewals) and functions like channels, marketing, pre-sales and customer success. You will also work closely with enabling and supporting functions. We work as one team to win in the market while trying new things and having fun along the way.
What will you do?
Operational Excellence
Role model high quality rigorous sales processes (AVEVA way of selling, MEDDPICC 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 monthly 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 Sales Force solution.
Ensure sales documentation to support revenue booking are duly signed.
Retain existing accounts and expanding solutions utilization, by developing long term relationships with Executives and key decision makers.
Support management with all market related information and assist with marketing activity where appropriate.
Important Working Relationships
In addition to maintaining strong working relationships with all regional Sales, Marketing, Solution Strategy, Global Business Development and Consultants, the Senior Account Manager will maintain a close working relationship with the regional Technical Pre & Post Sales organisation to ensure accurate communication of requirements and client expectations.
What are we looking for?
Experience
You will possess experience (at least 5-10 years) in a sales, account management and/or business development role selling software solutions serving Plant Owner Operators, EPC’s and /or Design consultants.
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 possess experience (at least 7 years) with IT solutions and the business processes associated with the industries served by AVEVA and likely to have worked for an IT solutions provider, EPC, Plant Owner Operator, or technology consultancy.
You will preferably be degree qualified or have a professional qualification.
Skills
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 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 be experienced in assessing commercial and legal risk and taking steps in negotiations to minimise / mitigate same from our business undertakings.
You will have strong communication skills in all forms - written, oral, email, presentation, and have strong English language skills.
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. Tries to get others to see things from the customer perspective. Acts as an advocate - takes the side of the customer in challenging existing standards of customer focus.
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.
Commercial Awareness: Uses a range of tactics and/or lines of arguments to persuade others. Asks for ideas to help build ownership. Anticipates likely objections and builds responses into arguments/approaches. Builds positive support with champions outside of meetings. Relishes the opportunity to shape the business.
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. Leads or is involved in formal negotiating arrangements with external organizations.
Behaviours
You will be a self-starter, able to work to develop new and existing client engagements though the entire sales cycle.
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 be personable, be a strong team player and be able to conduct challenging business and commercial conversations with customers in a positive manner.
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 require. Remains unsatisfied by previous achievements
Commercial at AVEVA
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 fulfilment in our Commercial team.
Find out more: https://www.aveva.com/en/about/careers/
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.