Key skills
Sales
About this role
Role Overview
- 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.
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
Benefits
- Gratuity
- Medical and accidental insurance
- very attractive leave entitlement
- emergency leave days
- childcare support
- maternity, paternity and adoption leaves
- education assistance program
- home office set up support (for hybrid roles)
- well-being support