Channel Account Manager

AVEVA is creating software trusted by over 90% of leading industrial companies.

Job Description

Job Title: Channel Account Manager, India

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 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

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/

India Benefits include:

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

It’s possible we’re hiring for this position in multiple countries, in which case the above benefits apply to the primary location. Specific benefits vary by country, but our packages are similarly comprehensive.

Find out more: aveva.com/en/about/careers/benefits/

Hybrid working

We work in a hybrid way at AVEVA. Most roles are based at a local AVEVA office, with an expectation of being on-site 50% of your working hours to support collaboration and connection. Some positions are fully office-based depending on the nature of the work, and certain roles that support specific customers or markets may be remote. The working arrangement for this position will be confirmed during the hiring process.

Hiring process

Interested? Great! Get started by submitting your cover letter and CV through our application portal. AVEVA is committed to recruiting and retaining people with disabilities. Please let us know in advance if you need reasonable support during your application process.

Find out more: aveva.com/en/about/careers/hiring-process

About AVEVA

AVEVA is a global leader in industrial software with more than 6,500 employees in over 40 countries. 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.

We are committed to embedding sustainability and inclusion into our operations, our culture, and our core business strategy. Learn more about how we are progressing against our ambitious 2030 targets: sustainability-report.aveva.com/

Find out more: aveva.com/en/about/careers/

AVEVA requires all successful applicants to undergo and pass a drug screening and 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.