Business Value Consulting EMEA Lead

About the job
Business Value Consulting EMEA Lead - Remote EMEA
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 human expertise. 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.
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. At AVEVA, we’re all about Limitless possibilities. Are you?
The primary purpose of this role is to lead the Business Value Consulting team
activity for the region, ensuring that the team strategy is implemented at the
regional level. This position is expected to assist the Sales team in driving
consultative and value-based selling to accelerate revenue growth for AVEVA
Global and Corporate Accounts in the specific region. The activities include
defining the team strategy for the specific region, coordinating with regional
and market sales leads to define priorities and strategic customer pursuits,
and aligning with the regional Presales team to ensure the right support and
compliance with the sales process. As a team lead, this role is also
responsible for the management of the local team to ensure that the different
objectives are met. Supporting strategic deals for agreed-upon customers,
providing thought leadership in assigned industry verticals, and assisting the
Sales team in developing business and account plans to drive pipeline growth
and overall business for AVEVA are additional responsibilities.
Responsibilities
Work with sales management and account managers to review the overall customer
engagement strategy to determine where the business value consulting approach
can drive revenue and growth possibilities
Collaborate with account managers, enterprise consultants, and solution
consultants to pursue and develop opportunities in assigned geographic or
vertical market segments
To drive new revenue from assigned geography or vertical market, lead key
customer engagement activities, such as value proposition, executive first,
solution design workshops, and value-based business cases
Prospect new potential customers to build pipelines and generate new business
for increased revenue and growth of the client base
Work with marketing and portfolio business to align solution capabilities with
customers' objective to generate value
Actively involved in the development of the AVEVA asset library and thought
leadership content to build a repeatable and more consistent approach to sales
and opportunity management
Actively contribute to the AVEVA Knowledge Library, sharing content and
customer outcomes and participating in the Communities of Practice for the
relevant market and industry
Maintain market awareness of the customer’s marketplace, projects, business
demands, and corporate strategies
Actively participate in industry think tanks and associations to maintain
awareness of the latest industry and digital trends to keep market relevance
with our customers
Provide feedback and reports to the business teams as required to further
refine our strategy for increased business growth and market penetration
Interact with AVEVA’s Business Units to maintain knowledge of the latest
digital trends and AVEVA product
and portfolio strategy
Skills and Qualifications
BS degree in Engineering discipline and/or Business Administration, MBA
preferred
Minimum ‎15 years of experience in sales management, business development,
and/or a customer value creation role
Experience in working on the customer side, either for an owner-operator or an
EPC, with strong knowledge of the oil & gas industry. Particularly, strong
domain experience in oil & gas midstream and downstream sectors.
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 knowledge of the industrial software market, including the AVEVA
Portfolio and the competitive landscape of solution providers across the
various 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
Strong verbal, written, and presentation skills
Global Sales: The primary focus of 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
Presales 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 Account Sales Team receives the best
possible support for opportunity generation, pipeline growth, and velocity.
Business Lines & Portfolio Strategy: Because this person will be in close
contact with the market, industry analysts, and customers, the candidate will
be able to assist in the formulation of new market trends and then provide
additional feedback on business units and portfolio strategy
AVEVA is an Equal Opportunity Employer. We are committed to being an exemplar
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.
Concerning agencies: AVEVA does not accept unsolicited resumes and will not be
responsible for fees related to such.
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