Channel Account Manager
Aveva · Mumbai · onsite · Posted 57d ago
Undisclosed7–9 yrsfulltimeSourced from
About a minute. You'll make an account on the way through.
About this role
Job Title: Channel Account Manager, India
Location: Delhi, NCR India
Employment Type: Full time, regular, hybrid work arrangement
Job Summary The opportunity for AVEVA to hire experienced Channel Sales Account Manager(s), focusing on attraining software sales reveneue (ACV) in India. The CAM will be driving Go-sell (Box4) sales target in assigned territory, including Monitoring & Control portfolio in all accounts, others in unnamed account, selling through channel partners in the territory.
Responsibilities - Responsible for growth of business through assigned partner aligned to overall AVEVA partner and offer strategy
- Primary point of contact 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.
- Minimum 7 9 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
- Self-starter with high-energy, independence and comfort with taking well-judged risks.
- Demonstrates sense of urgency, ability to handle multiple priorities & collaborate with multiple stakeholders.
- Quick learner who can adapt well in a fast-paced environment by listening, absorbing, and quickly applying lessons learned from all inputs.
- Resonates with culture focused on Impact, Aspiration, Curiosity and Trust
Sourced from naukri
Skills
Craftperformance analysissales targetsOTChannel Salestrade complianceSales AccountSales TargetPartner ManagementoperationsSalesPresalescompliancemarketingSoftware SalesProduct Training
About AVEVA
Aveva
Software Product
1.3k+
employees
1967
59 years old
Hyderabad / Secunderabad, Telangana
India
About
AVEVA harness the power of ecosystem, to deliver solutions and expertise to optimize engineering, operations and performance.
Industries
Software ProductInternetHardware & Networking
Employee ratings
569 reviews
4.0/ 5
Culture
4.1
Career growth
3.4
Work-life
4.3
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