AVEVA

Channel Account Manager

AVEVA

full-time

Posted on:

Location Type: Hybrid

Location: Bangalore • India

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About the role

  • Responsible for growth of business through assigned partner aligned to overall AVEVA partner and offer strategy
  • Primary point of contract for managed partners
  • Adds value to sales engagements on key opportunities with clear ability to position AVEVA and offers at a high level
  • Situational fluency - clearly understands AVEVA organization, programs & policies, can lead coordination to bring to bear appropriate resources as situations require
  • Commercially proficient with demonstrated ability to craft commercial approaches to situations that address customer requirements and align to AVEVA policies
  • Ensures partner is fulfilling contractual requirements, e.g. required product training and certifications, CSP/CTP where applicable, CSM where applicable
  • Identifying and addressing partner coverage/capabilities/capacities to ensure that partners are following programs and policies, with an emphasis on customer facing sales efforts
  • Partner and customer issue escalation and management
  • Partner Growth and Development
  • Strategically and tactically aligning AVEVA and the Partner
  • Deep 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 partner
  • Ensures partner has proper Marketing, Sales, Presales, Support and Training coverage associated to annual plan
  • Partner QBRs
  • Partner Performance Analysis
  • Publish monthly partner performance analysis and recommended actions if any
  • Program and policy liaison
  • Ensures partner is current with AVEVA program and policies
  • Ensures partner compliance with required training and AVEVA policies, e.g. trade compliance, ABC compliance, etc.

Requirements

  • Minimum 6 – 8 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
Benefits
  • 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
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
enterprise software salespartner managementchannel managementvalue added sellingAVEVA product linesOT applicationOperations ControlAsset Performancesubscription salescommercial approaches
Soft Skills
situational fluencycommercial proficiencysocial skillsorganizational skillsnetwork developmentteam playerwillingness to learnissue escalationpartner growthstrategic alignment
Certifications
product training certificationstrade complianceABC compliance