AVEVA Hiring for Business Consultant at India, India Full Time

Job Description

Vacancy No
VN7440

Vacancy Name
Business Consultant, Presales

AVEVA Employment Type
Full Time Permanent

Primary Function
Technical Sales

Location Country
India

Work Location

About our Opportunity
Role Title: Principal Consultant, Presales
Reports To: Head of Business Value Consulting
Department: Pre-Sales/Customer Excellence

About the role
The primary purpose for this role is to support the Sales Team in driving consultative and value-based selling to accelerate revenue growth for AVEVA Global and Corporate Accounts. Specific activities include leading strategic customer pursuits, providing thought leadership in assigned industry verticals, assist the Sales Team in developing business and account plans to drive pipeline growth and the overall business for AVEVA.

What you will be doing
Global Sales:
Work with Sales Management and Account Managers to review overall customer engagement strategy to determine where Business Value Consulting approach can drive revenue and growth possibilities
Work with Account Managers, Enterprise and Solution Consultants to pursue and develop a pipeline of opportunities from assigned geography or vertical markets
Lead key activities on customer engagement such as value proposition, executive first, solution design workshops, the collaborative business case to drive new revenue from assigned geography or vertical market
Prospect new potential customers in order to generate new business for increased revenue and growth of client base

Asset Development:
Actively involved in the development of AVEVA asset library and thought leadership content to build a repeatable and more consistent approach to sales and opportunity management
Actively contribute to AVEVA knowledge library sharing content and Customers’ outcomes and actively participate to the Communities of Practice for the relevant market and industry

Industry Portfolio Strategy:
Maintain market awareness of customer’s marketplace, projects, business demands and corporate strategies
Actively participate in industry think tanks and associates to maintain awareness of the latest industry and digital trends to keep market relevance with our Customers
Provide feedback and reports to business teams as required to further refine our strategy for increased business growth and market penetration
Interact with AVEVA Business Units to maintain knowledge of the latest digital trends and AVEVA product and portfolio strategy

Measures of Success:
Overall revenue performance in assigned vertical and assigned region
Number of successful opportunities supported and developed
Conversion rate of pipeline to revenue on identified pipeline opportunities
Contribution to AVEVA knowledge base and Thought Leadership

Essential Competencies, Knowledge, Skills and Experience:
Strong experience in business and industry consulting in both Business Consulting Companies and/or any other Industrial Software Companies interacting with Sales, Pre-Sales, Service Delivery and Portfolio Strategy
Strong understanding of the Industrial Software Market including AVEVA Portfolio and the competitive landscape of solution providers within the different AVEVA verticals
Ability to work cross-functionally, cross-business to drive growth within the assigned vertical or geography
Ability to manage and lead cross-functional teams to deliver on customer business requirements
Very strong verbal and written communication skills
Strong presentation skills

Behaviours:
Ability to build consensus and manage diverse, group-wide stakeholders through the influence
Excellent Stakeholder Management and Impact at all levels
Strong execution focus and ability to manage ambiguity

Key Working Relationships:
The objective of this role is to help support and grow AVEVA’s overall business globally. Key working relationships are as follows:
Global Sales: The primary focus for this role is to engage with the Sales organization. This role will look to work with the Corporate Accounts Sales teams to position AVEVA appropriately within identified projects and accounts to drive transformative opportunities
Pre-Sales Enterprise Architects and Solution Consultants: For large scale strategic engagements, this role should actively interact, collaborate and coordinate with EAs and SCs to ensure the optimal support to the Account Sales Team for opportunity generation and pipeline growth and velocity
Business Lines & Portfolio Strategy: As this individual is expected to be close in contact with the market, the industry analysts and the customers and in a position to support framing new market trends and then provide additional feedback into Business Units and Portfolio Strategy

Work Experience and Education:
Minimum 15 years of experience in sales management, business development and/or customer value creation roles
Experience in working on the customer side either within an Operator or an EPC with experience in the specific assigned vertical
BS degree in Engineering or Business Administration

About AVEVA
AVEVA is a global leader in industrial software, driving digital transformation and sustainability. By connecting the power of information and artificial intelligence with human insight, AVEVA enables teams to use their data to unlock new value. We call this Performance Intelligence. AVEVA’s comprehensive portfolio enables more than 20,000 industrial enterprises to engineer smarter, operate better and drive sustainable efficiency. AVEVA supports customers through a trusted ecosystem that includes 5,500 partners and 5,700 certified developers around the world. The company is headquartered in Cambridge, UK, with over 6,500 employees and 90 offices in over 40 countries.

We take pride in our core values and the diversity of our people, valuing the unique experience and expertise that people from different backgrounds bring to our business.

AVEVA is an Equal Opportunity Employer, and we take pride in the diversity of our employees, valuing the special experience and expertise that people from different backgrounds bring to our business. The ability to develop ground-breaking technologies is one of our key assets and our people make it happen.

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