AVEVA is creating software trusted by over 90% of leading industrial companies.
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 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.
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
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
By default, employees are expected to be in their local AVEVA office three days a week, but some positions are fully office-based. Roles supporting particular customers or markets are sometimes remote.
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.
AVEVA is an Equal Opportunity Employer. We are committed to being an exemplary employer with an inclusive culture, developing a workplace environment where all our employees are treated with dignity and respect. We value diversity and the expertise that people from different backgrounds bring to our business. AVEVA provides reasonable accommodation to applicants with disabilities where appropriate. If you need reasonable accommodation for any part of the application and hiring process, please notify your recruiter. Determinations on requests for reasonable accommodation will be made on a case-by-case basis.
What We Do
AVEVA is a global leader in industrial software, sparking ingenuity to drive responsible use of the world’s resources. The company’s secure industrial cloud platform and applications enable businesses to harness the power of their information and improve collaboration with customers, suppliers and partners. Over 20,000 enterprises in over 100 countries rely on AVEVA to help them deliver life’s essentials: safe and reliable energy, food, medicines, infrastructure and more. By connecting people with trusted information and AI-enriched insights, AVEVA enables teams to engineer efficiently and optimize operations, driving growth and sustainability. Named as one of the world’s most innovative companies, AVEVA supports customers with open solutions and the expertise of more than 6,400 employees, 5,000 partners and 5,700 certified developers. With operations around the globe, AVEVA is headquartered in Cambridge, UK. Learn more at www.aveva.com
