Renewals Sales Account Manager

Principal Role and Accountabilities 

• Take ownership for an assigned renewals pipeline from first contact to close, including notifying customers of renewal, creating quotes, and closing renewals opportunities for accounts 

• Build and maintain beneficial, positive relationships with customers, the Customer Success management team and channel partners 

• Send out renewal quotations to customers and identify any upsell or cross sell opportunities. 

• Make sure that all the renewals for the next quarter are quoted 90 days in advance 

• Manage the company CRM to a high degree of accuracy to ensure all activity is recorded 

• Achieve sales-based targets set by management 

• Weekly reporting and forecasting on renewals pipeline vs. target to Management  

• Other Duties may include; 

• Identify expansion opportunities to generate additional revenue (upsell/cross-sell), driving those opportunities to closure and/or ensuring that the appropriate account management resources are engaged to maximise the opportunity 

• Support evolving sales processes aimed at improving renewal efficiency and upsell/cross-sell to renewal customers 

• Track Late Renewals and Churn including reasons for cancelation for analysis 

• Assist in development of effective contact plans for accounts in conjunction with the rest of the Sales Team. 

• Ensure sales documentation to support revenue booking are duly signed. 

• Comply with AVEVA’s Processes and Policies and other written and verbal communication from the management. 

• Assist Business with any other activity required to fulfil role 

Knowledge, Skills & Experience Required 

• A working experience of 2-4 years in Sales / Renewals/Inside Sales/ Account management in Enterprise Software solutions. 

• Excellent verbal and written communications skills both in English and Local language.  

• 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. 

• Highly detailed oriented with the ability to manage a large volume of accounts, tasks and responsibilities 

• Exceptional organisational and presentation skills.  

• You will preferably be degree qualified or have a professional qualification. 

• 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. 

• Experience working with Salesforce preferred.  

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 demeanour 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. 

• 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.  

• 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. 

About AVEVA 

AVEVA infuses industrial software with intelligence to empower people to shape a sustainable future. We work with our customers and harness the power of our ecosystem to deliver operational agility and empower human expertise. Our solutions advance engineering and operations with Performance Intelligence. From water and energy to food and infrastructure, we inspire insights that transform opportunity into sustainable business value. We combine unparalleled intelligence with collaborative innovation to enable people and industries to thrive. 
 
There are 6,000 of our people at 90 locations in more than 40 countries who challenge themselves and each other to create and improve the transformative technology our customers need. With our help, industries across the world can make a positive difference to the lives of people everywhere