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.
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 AVEVA Careers.
For more information about our privacy policy and how to manage cookies, visit our Privacy Policy.
Position Title: Channel Account Manager, Australia/New Zealand
Location: Brisbane, Australia
Reports to: Regional Channels Leader, Pacific Rim
* candidates must have the rights to work in the location listed, no relocation support will be offered
Main responsibilities
Responsible for growth of business through assigned partner aligned to overall AVEVA partner and offer strategy
Primary point of contract for managed partners in territory
Adds value to sales engagements on key opportunities with clear ability to position AVEVA offers with a high level of confidence
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, in line with AVEVA Partner Programs
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 to review agreed business plan
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, Anti-Bribery and Anti-Slavery policiesetc.
Essential requirements
Minimum 5 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 Australia and New Zealand
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
Desired skills
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
Commercial at AVEVA
Our Commercial team, comprised of over 2,000 dedicated colleagues, is the backbone of our customer relationships and business growth. From industry experts and solution architects to sales, support, success managers, and business operations, everyone shares a common goal: to deeply understand our customers' needs and deliver tailored solutions.
If you're passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team.
Find out more: https://www.aveva.com/en/about/careers/
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.