Business Value Consultant

**Vacancy No**
- VN7924

**Vacancy Name**
- Business Value Consultant

**AVEVA Employment Type**
- Full Time Permanent

**Primary Function**
- Presales

**Location Country**
- Singapore

**Work Location**

**About our Opportunity**
- Role Title: Principal Consultant, Presales
- Reports To: Head of Business Value Consulting
- Department: Pre-Sales/Customer Excellence
- About the role
- The primary purpose for this role is to support the Sales Team in driving consultative and value-based selling to accelerate revenue growth for AVEVA Global and Corporate Accounts. Specific activities include leading strategic customer pursuits, providing thought leadership in assigned industry verticals, assist the Sales Team in developing business and account plans to drive pipeline growth and the overall business for AVEVA.
- What you will be doing
- Global Sales:

- Work with Sales Management and Account Managers to review overall customer engagement strategy to determine where Business Value Consulting approach can drive revenue and growth possibilities
- Work with Account Managers, Enterprise and Solution Consultants to pursue and develop a pipeline of opportunities from assigned geography or vertical markets
- Lead key activities on customer engagement such as value proposition, executive first, solution design workshops, the collaborative business case to drive new revenue from assigned geography or vertical market
- Prospect new potential customers in order to generate new business for increased revenue and growth of client base

Asset Development:

- Actively involved in the development of AVEVA asset library and thought leadership content to build a repeatable and more consistent approach to sales and opportunity management
- Actively contribute to AVEVA knowledge library sharing content and Customers’ outcomes and actively participate to the Communities of Practice for the relevant market and industry

Industry Portfolio Strategy:

- Maintain market awareness of customer’s marketplace, projects, business demands and corporate strategies
- Actively participate in industry think tanks and associates to maintain awareness of the latest industry and digital trends to keep market relevance with our Customers
- Provide feedback and reports to business teams as required to further refine our strategy for increased business growth and market penetration
- Interact with AVEVA Business Units to maintain knowledge of the latest digital trends and AVEVA product and portfolio strategy

Measures of Success:

- Overall revenue performance in assigned vertical and assigned region
- Number of successful opportunities supported and developed
- Conversion rate of pipeline to revenue on identified pipeline opportunities
- Contribution to AVEVA knowledge base and Thought Leadership

Essential Competencies, Knowledge, Skills and Experience:

- Strong experience in business and industry consulting in both Business Consulting Companies and/or any other Industrial Software Companies interacting with Sales, Pre-Sales, Service Delivery and Portfolio Strategy
- Strong understanding of the Industrial Software Market including AVEVA Portfolio and the competitive landscape of solution providers within the different AVEVA verticals
- Ability to work cross-functionally, cross-business to drive growth within the assigned vertical or geography
- Ability to manage and lead cross-functional teams to deliver on customer business requirements
- Very strong verbal and written communication skills
- Strong presentation skills

Behaviours:

- Ability to build consensus and manage diverse, group-wide stakeholders through the influence
- Excellent Stakeholder Management and Impact at all levels
- Strong execution focus and ability to manage ambiguity

Key Working Relationships:

- The objective of this role is to help support and grow AVEVA’s overall business globally. Key working relationships are as follows:

- Global Sales: The primary focus for this role is to engage with the Sales organization. This role will look to work with the Corporate Accounts Sales teams to position AVEVA appropriately within identified projects and accounts to drive transformative opportunities
- Pre-Sales Enterprise Architects and Solution Consultants: For large scale strategic engagements, this role should actively interact, collaborate and coordinate with EAs and SCs to ensure the optimal support to the Account Sales Team for opportunity generation and pipeline growth and velocity
- Business Lines & Portfolio Strategy: As this individual is expected to be close in contact with the market, the industry analysts and the customers and in a position to support framing new market trends and then provide additional feedback into Business Units and Portfolio Strategy

Work Experience and Education:

- Minimum 15 years of experience in sales management, business development and/or customer value creation roles
- Experience in working on the customer side either within an Operat