Business Value Consulting Manager

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

Job Summary

Primary purpose for this role is to support the Sales Team in driving consultative and value-based selling to accelerate revenue growth for AVEVA. Specific activities include assisting the account team in developing business and account plans to drive pipeline growth and the overall business for AVEVA.

You will play an essential role in understanding AVEVA clients' requirement, to collaborate with internal teams such as Industry, Presales, Product and Service Delivery, and ensuring the successful implementation of our software solutions adding values to the customers’ business processes.

You are expected to help bridging the gap between our technology and our clients' requirements, fostering strong customer relationships, and driving successful project outcomes.

Key responsibilities

1. Sales Support- Account planning support sessions as requested by sales:
- Identify cross-selling opportunities- Planning to enhance the Customer’s adoption of wider solution portfolio- Executive discovery engagement during early stages in the sales process as needed- Consultative engagement with customers for developing business cases with value benefits that are tailored for customer specific needs and business initiatives- Helping customers to make informed investment decisions by providing ROI, payback and other financial analysis as needed- Solution scoping and value roadmap generation- Identify cross-selling opportunities according to high-value business cases- Bring the value perspective through the industry lens with the support of Industry Principles team- Support existing AVEVA customers during conversion of their contracts into new Flex commercial model aligned with their digital transformation roadmap- Identify and / or refresh customer specific business cases for the existing AVEVA solutions- Support the Customer Success Manager’s (CSM) activities by developing business cases for the observed gaps, challenges and any limitation in the Customer’s day-to-day operations- Work with globally present customers to streamline individual site’s initiatives to drive a global digitalization approach, supporting the AM to build an enterprise commercial model for the customer- Provide executive summary write-ups during the proposal stage in which customer specific business cases and respective value are highlighted- Portfolio selling support (creating strategic AVEVA Vision for strategic pursuits) and upskilling sales.

2. Customer Success Support- Value assessment towards value realization- CSM support on new leads / engagement

3. Marketing Support- Supporting marketing events and trade shows, as needed- Where necessary, representing and presenting at some of these marketing events

4. Pre-Sales Support- Supporting PoV definition and alignment with business cases and value benefits- Demos support [as needed.]

Experience & skills- Strong experience in business and industry consulting, gained from either Business Consulting Companies or Industrial Software Companies, with interactions across Sales, Pre-Sales, Service Delivery, and Portfolio teams- Strong understanding of the Industrial Software Market, including the AVEVA portfolio and the competitive landscape within AVEVA’s various industry segments- Ability to work cross-functionally and cross-business to drive growth within the assigned vertical or geography- Proven capability to work with cross-functional teams to deliver on customer business requirements- Ability to build consensus and manage diverse, group-wide stakeholders through influence- Focused execution skills and ability to navigate ambiguity

Qualifications- Bachelor's degree or higher education in Engineering, Computer Science- Extensive experience (15 years) working in the Oil and Gas or Chemicals, MMM or Manufacturing industry, with an understanding of industry processes and challenges- Proven track record doing business process analysis and recommendations for changes to get value- Proven track record in developing value proposition- Excellent communication and interpersonal skills- Ability to work independently and as part of a virtual team- Strong problem-solving and analytical abilities- Willingness to travel to client sites as needed

Good to have experience- Experience with AVEVA or similar software solutions in the Oil and Gas or Chemicals, MMM or Manufacturing industry- MMM- Mining, Metals and Minerals

Singapore Benefits include:
Parental leave, additional leaves including emergency leave, childcare leave and extended childcare leave, well-being support, flexible benefits, group insurances, car Allowances (depending on the role), company’s gift.

Hybrid working

By default, employees are expected to be in their local AVEVA office three days a week, but some positions are fully office-based. Roles supporting particular customers or markets are sometimes remote.

Hiring process

About AVEVA

AVEVA is a