Channel Account Manager

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.

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 partnersAdds value to sales engagements on key opportunities with clear ability to position AVEVA and offers at a high levelSituational fluency - clearly understands AVEVA organization, programs & policies, can lead coordination to bring to bear appropriate resources as situations requireCommercially proficient with demonstrated ability to craft commercial approaches to situations that address customer requirements and align to AVEVA policiesEnsures partner is fulfilling contractual requirements, e.g. required product training and certifications, CSP/CTP where applicable, CSM where applicableIdentifying and addressing partner coverage/capabilities/capacities to ensure that partners are following programs and policies, with an emphasis on customer facing sales effortsPartner and customer issue escalation and management
• Partner Growth and DevelopmentStrategically and tactically aligning AVEVA and the PartnerDeep 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 partnerEnsures partner has proper Marketing, Sales, Presales, Support and Training coverage associated to annual planPartner QBRs
• Partner Performance AnalysisPublish monthly partner performance analysis and recommended actions if any
• Program and policy liaisonEnsures partner is current with AVEVA program and policiesEnsures partner compliance with required training and AVEVA policies, e.g. trade compliance, ABC compliance, etc.

Essential requirements

• Minimum 7 – 9 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

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.

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/

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

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

Job Title: Channel Account Manager, India

Location: Delhi, NCR India

Employment Type: Full time, regular, hybrid work arrangement

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/