AVEVA is a global leader in industrial software. 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're the first software business in the world to have our sustainability targets validated by the SBTi, and we've been recognized for the transparency and ambition of our commitment to diversity, equity, and inclusion. We've also recently been named as one of the world's most innovative companies.If you're a curious and collaborative person who wants to make a big impact through technology, then we want to hear from you! Find out more at Growth Manager, MalaysiaReporting Manager: Senior Sales Manager, SEALocation: Kuala Lumpur, Malaysia (Hybrid)Who are you?We are looking for a high energy software seller with an excellent track record of delivering results and to drive growth for Malaysia by working closely with internal and external stakeholders. You will be accountable for delivering the growth sales targets for assigned accounts across various industries. You will report to Growth Sales Director, SE Asia.Who is the team?You will join a high-performing cross-functional sales team focused on growth with purpose. We aspire to double our business in three years in a sustainable way through go-to-market excellence, thought leadership, customer centric innovation and a focus on talent. Your immediate peers will be functions like channels, marketing, lead development and pre-sales. You will also work closely with enabling and supporting functions. We work as one team to win in the market while trying new things and having fun along the way.What will you do?Deliver and exceed sales targets for the Malaysia growth segment.Focus on key growth metrics – Flex / SaaS by hunting, landing and expanding in the dedicated list of customers within the Growth segment.Designing and executing sales and market activities to drive growth.Demonstrate high quality rigorous sales processes (AVEVA way of selling, MEDDPICC qualification, funnel management and forecasting)Work closely with marketing and channels team to actively promote AVEVA in the given growth segment in Malaysia.Leveraging marketing campaigns, demand generation & triaging of leads across direct and indirect channelsPlan and organize all related sales activities starting from prospecting through to closing business in line with the AVEVA Sales Process.Develop and own strategy to deliver desired objectives from given growth segment and contribute to overall market strategy.Proactively driving opportunities to upsell / cross sell.What are we looking for?ExperienceBetween 7 to 10 years of (software) sales experience in the MB (medium business) / in Malaysia; preferably 4-6 years in a hunting role.Experience in working closely with marketing and channels (for e.g., on demand generation, channel development).Track record of meeting / exceeding targets within assigned growth segment.Experience with oil & gas, chemicals, power, marine, EPCs and manufacturing industries in Malaysia preferred.Engineering / Business / Information Technology degrees preferred.SkillsTime management and prioritizing key opportunities / prospects.Ability to design and work with marketing / demand generation to develop area of focus to drive pipeline generation. Leverage and orchestrate with partner teams to increase their scalability to reach customers.Consultative selling through value and managing growth segment. Identifying opportunities through strategic planning and execution of developed plan.Forecasting accuracy for management reporting and maintaining a healthy pipeline.Analyze your ongoing performance against your plan to develop monthly reporting including long term account strategies with both current and proposed activities, customer visits, revenue status, and revenue forecast.Strong (oral and written) communicator with presence and ability to engage with across various levels.BehavioursEntrepreneurship and persuasive by navigating within company, customer and partners to achieve the right outcome.Develop persistence and detailed follow-up.Be an agent of transformation and ability to convince internal stakeholders to change sales approach or sell new solutions.Self-starter with high-energy, independence and proactive.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
