Renewals Sales Account Manager

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

Internal Job Title:

Renewal SalesSpecialist

External Job Title:

Renewal Sales Specialist

Reports to:

Renewals Manager

Job Level:

C/ D

Region & Sales Area:

Job Purpose

The Renewals Account Manager/ Renewal Sales Specialistis responsible formanaging all aspects of the renewals cycle, working proactively to manage all renewalsbased on the set policy. Working to improve retention, drivegrowthandidentifycross selling/upselling opportunities within accounts. You will ensure high customer satisfaction during the renewal cycle, ensure a high-level of data accuracy, and partner with the Customer Success managers to providea seamlesscustomer interaction.

Dimensions

This role is part of a regional sales team where you will define and plan your strategic and tactical approaches to achieving your objectives. You willworksynergywith localsales,marketing, technical sales,contracts,and finance team towinbusiness within the region.

You willbe requiredtomaintainandutilizethe AVEVA CRM system in line with the Framework of ONE AVEVA.

It is an expectation that travel to clients, partners, prospects, AVEVA offices etc. (including overseas on occasion) will not be a normal requirement of successfully executing this role.

As this isrenewalsales role,a significant portionof the job will be truly digital using thedigitalmedia and other communication techniques to reach your customers in an efficient manner.

PrincipalRole andAccountabilities

• Take ownership for an assigned renewals pipeline from first contact to close, including notifying customers of renewal, creating quotes, and closing renewals opportunities for accounts

• Build andmaintainbeneficial, positive relationships with customers, the Customer Success management team and channel partners

• Send out renewal quotations to customers andidentifyany upsellor cross sellopportunities.

• Make sure that all the renewals for the next quarter are quoted 90 days in advance

• Manage the company CRM to a high degree of accuracy to ensure all activity is recorded

• Achieve sales-based targets set by management

• Weekly reportingand forecastingon renewals pipeline vs. target to Management

• Other Duties may include;

• Identifyexpansion opportunities to generateadditionalrevenue (upsell/cross-sell), driving those opportunities to closure and/or ensuring that theappropriate accountmanagement resources are engaged to maximise the opportunity

• Support evolving sales processes aimed at improving renewal efficiency and upsell/cross-sell to renewal customers

• Track Late Renewals and Churn including reasons for cancelation for analysis

• Assistin development of effective contact plans for accounts in conjunction with the rest of the Sales Team.

• Ensure sales documentation to support revenue booking are duly signed.

• Comply withAVEVA’s Processes and Policies and other written and verbal communication from the management.

• Assist Business with any other activityrequiredto fulfil role

Knowledge, Skills & Experience Required

• Aworking experience of2-4yearsinSales /Renewals/Inside Sales/ Account managementinEnterprise Softwaresolutions.

• Excellent verbal and written communications skillsboth in English andLocal language.

• You will be a driven, self-motivated individual who is naturally curious and has a passion for creating solutions thatbenefitthe company and the customer.

• Highly detailed oriented with the ability to manage a large volume of accounts,tasksand responsibilities

• Exceptional organisational and presentation skills.

• You will preferably be degree qualified or have a professional qualification.

• You will be personable, bea strong teamplayer and be able to conduct challenging business and commercial conversations with customers in a positive manner.

• Experience working with Salesforce preferred.

Sales Competencies Required

• Strong Phone Presence: Because this job is conductedalmost exclusivelyvia phone and other electronic communication devices, you mustpossessthe ability to understand nuances in intonation, word choice, and demeanour over the phone.

• Must be able to build rapport over the phone

• Strong listening skills

• Must be comfortable with silence over the phone

• Strong Written Skills: Outside of phone skills, written communication will be the most used medium to communicate with prospects and customers. You willpossessan innate ability to communicate succinctly in both English and a native language according to regional needs.

• Compose concise communication without grammatical or spelling errors.

• Ability to be brief but thorough in communication without use of jargon or other filler words.

• Relationship Management: Interprets behaviours and usespast experiencetoanticipatereactions. Predicts and prepares for reactions to events. Understands customers/prospects underlying problems and the reason for the current orlong termbehaviour.

• Engages in dialogue with customers to help the customer learn something new.

• Can articulate customer value driversin light ofAVEVA’s value proposition.

• Influencing Skills: Emphasises positive messages and benefits which win appeal to audience. Chooses and uses mostappropriate arguments, not just the most obvious. Focuses on key benefits, including bottom line benefits to get the message across.

• Canidentifykey stakeholder(s), theirobjectives, and metrics.

• Can adjust language and messages to different stakeholders.

• Commercial Awareness: Supports the budgeting and forecasting processes within AVEVA and takes corrective action to ensure performance targets are met. Manages andcontainsrisk in a well-defined andcontainedenvironment. Can seamlessly draw implications relevant to the customer’s growth path or business requirements that better positions AVEVA’s capabilities.

• Shows comfort with relevant data and examples specific to the customer and industry.

• Can articulate customer’s business model, key cost drivers, growth paths, and value proposition

• Conducts regular due diligence to understand customer value drivers

• Negotiating Skills: Able to negotiate business with customers of high value or involving several levels of intervention Leads projects or teams, the success of which depends upon the individual’s ability to achieve negotiated settlements. Leads or is involved in formal negotiating arrangements with external organisations.

• Attempts to acknowledge and defer price-based conversations.

• Attempts to ensure customer properly understands value before discussing financial terms.

• Drive and Commitment: Has self-motivation asdemonstratedintaking actionbefore being asked or told. Seizes opportunities as theyoccur, andregularly does more than the minimumrequired. Remains unsatisfied bypreviousachievements.

• Assesses the customer’s readiness toproceedat each stage of the buying process.

• Sets clear next steps after each meeting.

About AVEVA

AVEVA infuses industrial software with intelligence to empower people to shape a sustainable future. We work with our customers and harness the power of our ecosystem to deliver operational agility and empower humanexpertise. Our solutions advance engineering and operations with Performance Intelligence. From water and energy to food and infrastructure, we inspire insights that transform opportunity into sustainable business value. We combine unparalleled intelligence with collaborative innovation to enable people and industries to thrive.

There are 6,000 of our people at 90 locations in more than 40 countries who challenge themselves and each other to create and improve the transformative technology our customers need. With our help, industries across the world can make a positive difference to the lives of people everywhere

India Benefits include:

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

It’s possible we’re hiring for this position in multiple countries, in which case the above benefits apply to the primary location. Specific benefits vary by country, but our packages are similarly comprehensive.

Find out more: aveva.com/en/about/careers/benefits/

Hybrid working

We work in a hybrid way at AVEVA. Most roles are based at a local AVEVA office, with an expectation of being on-site 50% of your working hours to support collaboration and connection. Some positions are fully office-based depending on the nature of the work, and certain roles that support specific customers or markets may be remote. The working arrangement for this position will be confirmed during the hiring process.

Hiring process

Interested? Great! Get started by submitting your cover letter and CV through our application portal. AVEVA is committed to recruiting and retaining people with disabilities. Please let us know in advance if you need reasonable support during your application process.

Find out more: aveva.com/en/about/careers/hiring-process

About AVEVA

AVEVA is a global leader in industrial software with more than 6,500 employees in over 40 countries. Our cutting-edge solutions are used by thousands of enterprises to deliver the essentials of life – such as energy, infrastructure, chemicals, and minerals – safely, efficiently, and more sustainably.

We are committed to embedding sustainability and inclusion into our operations, our culture, and our core business strategy. Learn more about how we are progressing against our ambitious 2030 targets: sustainability-report.aveva.com/

Find out more: aveva.com/en/about/careers/