AddressAVEVA 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.
If you're a curious and collaborative person who wants to make a big impact through technology, then we want to hear from you! Find out more at https://www.aveva.com/en/about/careers/
The Channel Manager - Pacific, will have a proven track record of building and managing long term and mutually beneficial partnerships. This individual must exhibit leadership qualities that inspire teaming within the partner ecosystem and gain trust to influence various stakeholders that support AVEVA's global partner strategy.
The successful individual will execute a strategy of recruiting and enabling an ecosystem of system integrators and partners that support AVEVA's Strategy, with strong focus on revenue generation and growth.
A direct line into Channel Sales Lead, Pacific
Responsibilities:
Execute a joint go-to-market strategy with value-added resellers, sales distribution partners and system integrators
Manage critical sales and technical relationships and drive measurable business outcomes for AVEVA and our partners
Conduct joined sales interactions with channel partners to drive incremental business growth
Aggressively manage program revenue quota
Facilitate opportunity engagement between the partner, AVEVA's Direct Sales team and Services organization to drive growth. This includes responsibility for identifying, troubleshooting and resolving related issues as well as escalation as appropriate
Leverage partner onboarding and training resources to ensure the partner has the technical and sales skills for customer success
Collaborate with various internal functions and stakeholders to align partner activities to achieve agreed business outcomes
Identify critical functions, tasks and accountabilities required from AVEVA stakeholders to execute against a partner strategy
Articulate strategic rationale and possess strong business acumen for new and existing alliances based on ecosystem analysis that supports AVEVA's long-term growth strategy
Maintain a cadence for quarterly business reviews with the partner, involving their senior leadership and AVEVA field management where needed
Leverage industry experts and professional groups to implement program best practices
Qualifications:
5+ years plus experience in world-class technology companies in the software and professional services
Engineering degree level or equivalent industry experience
Required Experience:
At least 5 years of effective channel sales performance management. This should include proven experience of working in a strategic channel management role or a complex business development role
Successful track record of identification, shaping and closing large enterprise software deal whilst also managing run rate business
Well experienced in engaging with cross-functional teams in a matrix organization and successfully leading the sales pursuits
Excellent convincing and persuasive skills
Excellent interpersonal skills with an ability to build effective relationships at senior executives' levels
Excellent written and verbal communication skills
Excellent presentation skills
Passion, Enthusiasm and Commitment to succeed are essential
A good understanding of Enterprise Sales is critical
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.
