Channel Account Manager

Company Overview:

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

Main Responsibilities:

• Responsible for growth of business through assigned partner aligned to overall AVEVA partner and offer strategy.
• Primary point of contact for managed partners.
• Add value to sales engagements on key opportunities with clear ability to position AVEVA and offers at a high level.
• Demonstrate situational fluency across AVEVA organization, programs and policies, and lead coordination of resources as situations require.
• Craft commercial approaches that address customer requirements and align to AVEVA policies.
• Ensure partners fulfil contractual requirements, such as product training, certifications, CSP/CTP where applicable, and CSM where applicable.
• Identify and address partner coverage, capabilities, and capacity to ensure partners follow programs and policies, with emphasis on customer-facing sales efforts.
• Manage partner and customer issue escalation.
• Drive partner growth and development by strategically and tactically aligning AVEVA and the partner, understanding partner organization, resources, and strategy, identifying resource gaps, and working with partner management to implement development plans.
• Support annual business plans by partner, ensuring proper Marketing, Sales, Presales, Support, and Training coverage, and conduct Partner QBRs.
• Publish monthly partner performance analysis and recommended actions.
• Act as program and policy liaison, ensuring partners are current with AVEVA programs and policies and compliant with required training and policies such as trade compliance and ABC compliance.

Essential Requirements:

• Minimum 6 to 8 years of direct enterprise-level software sales and/or partner management, with a track record of sustained success.
• Related work experience and demonstrable knowledge of managing channel partners and sales in India.
• Experience managing Value Added Resellers is a plus.
• Knowledge of OT applications and AVEVA product lines (PI systems, Operations Control, Asset Performance, etc.) and other operation and engineering applications is an advantage.
• Ability to demonstrate value-added selling through the AVEVA FLEX Program, driving ARR through subscription.
• Strong social and organizational skills and ability to build networks for cross-functional working.
• Team player, willing to learn.

Desired Skills:

• Self-starter with high energy, independence, and comfort taking well-judged risks.
• Sense of urgency, ability to handle multiple priorities, and collaborate with multiple stakeholders.
• Quick learner who adapts well in a fast-paced environment.
• Resonates with a culture focused on Impact, Aspiration, Curiosity, and Trust.

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 are passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you will find success and fulfilment in our Commercial team.

India 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), and well-being support.

Benefits may vary by country, but packages are similarly comprehensive.

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:

Submit your cover letter and CV through the application portal. AVEVA is committed to recruiting and retaining people with disabilities. Please let us know in advance if you need reasonable support during the application process.

About AVEVA:

AVEVA is a global leader in industrial software with more than 6,500 employees in over 40 countries. Its solutions are used by thousands of enterprises to deliver energy, infrastructure, chemicals, and minerals safely, efficiently, and more sustainably.

AVEVA requires all successful applicants to pass a drug screening and comprehensive background check before starting employment, conducted in accordance with local laws.

AVEVA is an Equal Opportunity Employer committed to an inclusive culture where all employees are treated with dignity and respect. It provides reasonable accommodation to applicants with disabilities where appropriate.