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Saas Solutions Account Manager

2 weeks ago

Singapore Aveva Full time

**Vacancy No**
- VN7761

**Vacancy Name**
- SaaS Solutions Account Manager, India & SEA

**AVEVA Employment Type**
- Full Time Permanent

**Primary Function**
- Direct Sales

**Location Country**
- Singapore

**Work Location**

**About our Opportunity**
- About AVEVA
- AVEVA is a global leader in industrial software, driving digital transformation and sustainability. By connecting the power of information and artificial intelligence with human insight, AVEVA enables teams to use their data to unlock new value. We call this Performance Intelligence. AVEVA’s comprehensive portfolio enables more than 20,000 industrial enterprises to engineer smarter, operate better and drive sustainable efficiency. AVEVA supports customers through a trusted ecosystem that includes 5,500 partners and 5,700 certified developers around the world. The company is headquartered in Cambridge, UK, with over 6,500 employees and 90 offices in over 40 countries.
- We take pride in our core values and the diversity of our people, valuing the unique experience and expertise that people from different backgrounds bring to our business.
- Purpose
- The SaaS Solutions Account Manager will be responsible for positioning and selling AVEVA’s SaaS solutions, covering the full range of AVEVA’s SaaS engineering, operations and asset lifecycle management portfolio.
- This being a modern way of driving business outcomes for our customers, it means the SaaS Solutions Account Manager will have to establish or strengthen access to key, additional customer decision makers. The SaaS Solutions Account Manager help establish a conversation with our customers, to support driving their digital and innovation agenda at global scale - from replacing legacy IT infrastructure to driving more efficient operations and enabling collaboration and data consolidation.
- This role will work in partnership with the existing account owners and will carry quota for SaaS subscriptions sales. The SaaS Solutions Account Manager will formulate and execute a SaaS sales strategy within an assigned region and drive revenue growth by penetrating the current customer base and develop new customers. This role will work both inside of large existing accounts as well as prospect and hunt to build new relationships in a set of assigned named accounts or within a specific geographic region. Furthermore, the expansion of our partner network to drive SaaS solution sales will be key to success.
- The SaaS Solutions Account Manager will need to collaborate across the matrix with colleagues based in various sales teams as well as marketing, legal, finance and commercial operations, and be supported by a team of technical presales resources as well as client success managers.Key Responsibilities:

- Work closely with current and prospective customers as a trusted advisor to deeply understand their unique company challenges and goals then position AVEVA Cloud solutions that will help them reach their business goals and blaze new trails within their organizations resulting in long-term partnerships.
- Maximise AVEVA's Cloud Revenue Share as a part of the total Revenue, so it becomes a relevant growth driver.
- With consumption becoming the new currency, focus increasingly on what people do on the cloud rather than merely the infrastructure supporting it. Work closely with the CSM organisation and Marketing to drive a positive NRR and establish a MRR mentality.
- Deliver budget consistently every quarter and drive ARR as one of our key health metrics
- Concentrate on quarter out pipeline development - Cloud Pipeline must build to 4x and 5x in some regions.
- Go deep into AVEVA top accounts but create a scalable engine through indirect sales and channel. Embrace the entire ecosystem involving ISV's, Channels, Born in the Cloud Partners, Transformation Partners, Start-ups, etc.
- Position and deploy offering playbook and enablement to sellers across all routes (in partnership with Sales Enablement).
- Actively engage in the Sales transformation and help streamline our GTM.

Client and Stakeholder Management
- Understand strategic priorities of clients and respond with agility, speed, efficiency and effectiveness. Cultivate client, channel and other external relationships to drive large deals and ecosystem development.
- Create strong linkages with our WW team and the markets leadership teams. Ability to manage and navigate through the AVEVA system locally, regionally, and globally, with a proven ability to work in a matrix environment.
Commercial Management
- Strategize and implement actions for business growth and achievement of overall metrics (revenue, gross margin, market penetration, retention, cost control, customer satisfaction, workforce dashboards, employee engagement).

Skills & Attributes
- Minimum 5 years of experience selling technology solutions.
- Strong background selling SaaS with outstanding quota attainment history and track record.
- A strong understanding of and passion