Channel Account Manager @ Aveva

The opportunity for AVEVA to hire experienced Channel Sales Account Manager(s), focusing on attraining software sales reveneue (ACV) in India. The CAM will be driving Go-sell (Box4) sales target in assigned territory, including Monitoring Control portfolio in all accounts, others in unnamed account, selling through channel partners in the territory.

Main responsibilities

• Responsible for growth of business through assigned partner aligned to overall AVEVA partner and offer strategy
• Primary point of contract for managed partners
  • Adds value to sales engagements on key opportunities with clear ability to position AVEVA and offers at a high level
  • Situational fluency - clearly understands AVEVA organization, programs policies, can lead coordination to bring to bear appropriate resources as situations require
  • Commercially proficient with demonstrated ability to craft commercial approaches to situations that address customer requirements and align to AVEVA policies
  • Ensures partner is fulfilling contractual requirements, e.g. required product training and certifications, CSP/CTP where applicable, CSM where applicable
  • Identifying and addressing partner coverage/capabilities/capacities to ensure that partners are following programs and policies, with an emphasis on customer facing sales efforts
  • Partner and customer issue escalation and management

• Partner Growth and Development
  • Strategically and tactically aligning AVEVA and the Partner
  • Deep knowledgeable about partner organization, resources, and strategy to ensure there are sufficient resources, deployed correctly to achieve objectives and sales targets.
  • Identify organizational/resource gaps and work with the partner''s management team to implement development plans to address gaps

• Annual business plans by partner
  • Ensures partner has proper Marketing, Sales, Presales, Support and Training coverage associated to annual plan
  • Partner QBRs

• Partner Performance Analysis
  • Publish monthly partner performance analysis and recommended actions if any

• Program and policy liaison
  • Ensures partner is current with AVEVA program and policies
  • Ensures partner compliance with required training and AVEVA policies, e.g. trade compliance, ABC compliance, etc.

Essential requirements

• Minimum 6 -8 years direct enterprise level software sales and/or partner management required with a track record of sustained success.
• Related work experience, demonstrable knowledge and experience in managing channel/partners and sales in India
• Experience managing Value Added Resellers would be a plus
• Knowledge and experience of OT application and AVEVA product lines (PI systems, Operations Control, Asset Performance, etc.) and other operation and engineering applications would be an advantage
• Able to demonstrate value added selling through AVEVA FLEX Program driving ARR through subscription
• Strong social and organizational skills, and ability to develop network for cross-functional working
• Team player and willing to learn

Desired skills

• Self-starter with high-energy, independence and comfort with taking well-judged risks.
• Demonstrates sense of urgency, ability to handle multiple priorities collaborate with multiple stakeholders.
• Quick learner who can adapt well in a fast-paced environment by listening, absorbing, and quickly applying lessons learned from all inputs.
• Resonates with culture focused on Impact, Aspiration, Curiosity and Trust