Channel Account Manager
- Aveva
- 6 - 8 years
- Mumbai
- 12 days ago
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Job Description
Job Title: Channel Account Manager, India (2 positions)
Location: Mumbai, Bangalore, Hyderabad India
Employment Type: Full time, regular, hybrid work arrangement
The job
The opportunity for AVEVA to hire experienced Channel Sales Account Manager(s), focusing on attracting software sales revenue (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 contact 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.
- Sales experience in selling through channel/partners in India
- Experience managing Value Added Resellers would be a plus
- Knowledge and experience of OT application and AVEVA product lines (Historian, Operations Control (HMI/Scada), 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
Job Classification
Industry: Software ProductFunctional Area / Department: Sales & Business DevelopmentRole Category: Retail & B2C SalesRole: Zonal Sales Manager (B2C)Employement Type: Full timeContact Details:
Company: AvevaLocation(s): Mumbai+ View Contact
Keyskills: Compliance Trade Compliance Ot Sales Targets Sales Target Presales Channel Sales Scada Marketing Trade Sales Performance Analysis Operations
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Aveva
Fortis Healthcare Limited is a leading integrated healthcare delivery service provider in India. The healthcare verticals of the company primarily comprise hospitals, diagnostics and day care specialty facilities. Currently, the company operates its healthcare delivery services in India, Dubai, Maur...
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