Senior Account Manager

AVEVA is a global leader in industrial software. 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're the first software business in the world to have our sustainability targets validated by the SBTi, and we've been recognized for the transparency and ambition of our commitment to diversity, equity, and inclusion. We've also recently been named as one of the world's most innovative companies.
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Job Title
:
Senior Account Manager

Function:
Commercial

Department:
Sales

Reports To:
Sales Director

Role Overview:
As the Senior Account Manager for the Power and Chemical Industry in Malaysia, you will be responsible for driving growth by selling AVEVA's suite of products and services to new and existing customers. Your role will be pivotal in expanding AVEVA's presence in this market, enabling these customers to leverage our agile data platform to manage their engineering and process data as a unified digital twin. You will focus on meeting sales goals while delivering value-driven solutions to new and existing accounts.

Key Responsibilities:

• Account Growth: Develop and nurture relationships with existing customers to drive upsell and cross-sell opportunities, increasing ARR.
• New Business Acquisition: Identify and engage customers that have not previously used AVEVA solutions, securing new logos and expanding our market presence.
• Sales Strategy Implementation: Develop and execute detailed account plans, from prospecting and qualifying leads to closing deals, ensuring revenue targets are achieved and forecasts are met.
• Collaborative Selling: Work closely with internal teams and leverage cross-functional resources to support account management and ensure sales goals are achieved.
• Market Expertise: Stay informed on industry trends, customer needs, and competitive products to effectively position AVEVA's solutions.
• Continuous Development: Stay up to date on AVEVA's product offerings and sales methodologies through ongoing training.
• Customer Engagement: Deliver compelling sales presentations that address specific business needs, showcasing the value and unique differentiation of AVEVA's technology.
• Issue Management: Proactively address and resolve customer issues, collaborating with internal teams to ensure satisfaction.
• Pipeline Management: Use Salesforce and the MEDDPICC sales methodology to manage your sales pipeline, ensuring accurate forecasts and reporting.

Qualifications, Experience, and Skills:
Essential Requirements:

• Proven track record in industrial software sales, ideally with 5+ years in enterprise-level platform selling.
• Experience in the Power and Chemical, with understanding of sector-specific operational and business drivers.
• Strong business acumen with the ability to articulate ROI and business value to senior stakeholders.
• Demonstrated success in consultative, value selling across complex sales cycles.
• Strong communication, negotiation, and presentation skills in English and Bahasa.
• Strong interpersonal and relationship management abilities, able to engage effectively with various stakeholders.
• Ability to work both independently and collaboratively within a team environment.

Preferred (Not Essential):

• Knowledge of AVEVA's portfolio (PI System, APM, MES, AIM) or similar industrial software solutions.
• Experience working with channel partners, distributors, and system integrators.
• Familiarity with Salesforce and the MEDDPICC sales framework.

Behavioural Competencies:

• Personable, trustworthy, and able to inspire confidence in clients.
• Highly self-motivated, proactive, and results-oriented.
• Organized and detail-focused, with the ability to manage multiple tasks simultaneously.
• Creative, curious, and open to feedback and continuous learning.

Other Requirements:

• Regular regional travel is required, with occasional international travel.

AVEVA requires all successful applicants to undergo and pass a comprehensive background check before they start employment. Background checks will be conducted in accordance with local laws and may, subject to those laws, include proof of educational attainment, employment history verification, proof of work authorization, criminal records, identity verification, credit check. Certain positions dealing with sensitive and/or third party personal data may involve additional background check criteria.
**AVEVA is an Equal Opportunity Employer. We are committed to being an exemplary employer with an inclusive culture, developing a workplace environment where all our employees are treated with dignity and respect. We value diversity and the expertise that people from different backgrounds bring to our business.

Come and join AVEVA to create the transformative technology that enables our customers to engineer a better world.**