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 Who are you? We are looking for a high energy software sales leader with an excellent track record of delivering results in the large / enterprise accounts space by working with customers to create large, multi-year digital transformation underpinned by software, leading a team of strategic account managers and working closely with the customer success & renewals teams as well as other functions. You will be accountable for delivering the sales targets for the strategic accounts segment. You will report to the VP, South East Asia Market Leader and be a core member of the South East Asia leadership team.
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 leaders for other segments (growth, territory, renewals) and functions like channels, marketing, pre-sales, customer success and services. 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? Sales Excellence Deliver and exceed sales targets for the strategic accounts segment across SE Asia Focus on key growth metrics – large complex (cross-portfolio) deals, shift to SaaS, subscriptions and enterprise agreements Aggressively drive continuous growth and conversion of qualified pipeline Role model high quality rigorous sales processes (AVEVA way of selling, MEDDPICC qualification, funnel management and forecasting) Work alongside with customer success and renewals to drive usage & renewal of our software by customers leading to continued deeper engagement Work with marketing to enhance external visibility for AVEVA and deeper customer engagement via account based marketing; with the services and channels teams to ensure a strong delivery structure to support our customers Work with enabling functions like deals desk, legal, contracting and fulfilment to ensure successful design and execution of large, complex opportunities Team Leadership Provide focused sales leadership to direct sales team of Strategic Account Managers (across Singapore, Malaysia, Thailand and Indonesia); also guide relevant enabling and support functions (as needed) Be responsible for hiring, developing and retaining direct team Focus on training and motivation to increase performance and support 'classroom' training with on-the-job coaching and feedback Continuous Improvement Adopt a longer term and broader perspective to support the overall market aspiration Develop and own strategy to deliver desired objectives from strategic accounts segment and contribute to overall market strategy Take ownership of specific needle-mover initiatives to improve overall business – lead team to identify right 'solution' and execute to capture 'impact' What are we looking for? Experience ~15 years of (software) sales experience in large / enterprise accounts space; preferably 3-5 years in a sales management position Track record of meeting / exceeding targets and constructing large, complex deals Experience in working closely with customer success and renewals to drive deeper customer engagement Experience in working cross-functionally with marketing, channels and services teams Experience with oil & gas, chemicals, power, marine, EPCs and manufacturing industries in South East Asia strongly preferred; familiarity with AVEVA or competitor portfolios will be a bonus Engineering / Business / Information Technology degrees preferred Skills Ability to develop strong relationships with senior customer executives and deploy vision, problem solving, deal structuring and negotiation skills to create and close multi-million dollar, complex (cross-portfolio) opportunities Ability to identify and attract high-potential talent to join the team Ability to coach team members at various levels of task maturity (both in person and remotely) – to help them farm strategic accounts by orchestrating account teams, learn how to create & close large opportunities and develop as strategic account managers Ability to work cross-functionally with other functions to drive opportunities as well as continuous (post-sales) customer engagement Ability to bring rigour and detail to operational cadence (account planning, funnel and deal reviews) Strong (oral and written) communicator with presence and ability to engage with across various levels Behaviors Strategic mindset with ability to see the big picture but also dive deep into the details Displays empathy and a focus on developing people & building teams 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