北京招聘

Job Purpose

 

The primary role of the Account Manager is to deliver revenue objectives by developing business with new accounts and by driving utilization within existing named accounts of the defined territory.

 

Dimensions

 

This role is part of a regional 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 in the <EPC/OO/Marine> market, 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.

 

It is an expectation that travel to clients, partners, prospects, AVEVA offices etc. (including overseas on occasion) will not be a normal requirement of successfully executing this role.

 

As this is an inside sales role, a significant portion of the job will be using the phone, skype, email and other communication techniques to reach your customers and prospects in an efficient manner.

 

 

Principal Accountabilities

 

• Meet or exceed quarterly revenue targets supporting the regional business.

   

• Define and execute your Inside Account Manager Business Plan which outlines your strategic and tactical approaches for achieving your targets

   

• Plan and organise all related sales activities starting from prospecting through to closing business in line with the Framework of ONE AVEVA

 

• Comply 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 Relationships

   

  In addition to maintaining strong working relationships with all regional Sales Management, Marketing, Solution Strategy, Global Business Development and Consultants, the 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.

   

  Knowledge, Skills & Experience Required

   

• You will possess experience (at least 4-7 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 will possess experience (at least 4 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 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 preferably be degree qualified or have a professional qualification.

   

• 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 Required

 

• Strong 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 demeanor over the phone.

  • Must be able to build rapport over the phone

  • Strong listening skills

  • Must be comfortable with silence over the phone

• Strong 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. Picks up on subtle, unspoken messages of individuals when in group settings and in one-to-one discussions.

  • 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 proposition

  • Conducts regular due diligence to understand customer value drivers

     

• 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 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集团的总部位于英国剑桥，是国际知名的工程信息技术企业，为造船、石油和天然气、造纸、电力、化工和制药等工业领域提供全生命周期解决方案及服务，是目前全球技术最先进且发展最快的工程信息技术企业之一。

 AVEVA解决方案能够创建和管理复杂的数字化信息资产，使客户在其资产的全生命周期内以更低的风险、更高效和更经济的方式协同工作。AVEVA在40多年的工程项目服务中，积累了大量的计算机软件开发和工程应用经验，所提供的解决方案多次完成国际上最著名的工程项目，受到工程行业的专家和世界知名工程企业的一致好评，目前已成为国际工程行业经验最丰富、运行最稳定的系统。

 AVEVA大中华区已在北京、上海、广州、香港、台湾设有销售、研发和技术支持服务机构，拥有员工近百名，为其在各行业领域用户提供本地化的咨询和技术支持服务。AVEVA在中国市场辛勤耕耘20多年，已经建立起值得信赖的稳固客户基础以及长期战略合作伙伴关系。如今，AVEVA是中国工厂和海事行业的首选解决方案提供商。

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