Strategic Account Executive

AVEVA is creating software trusted by over 90% of leading industrial companies.

Salary Range:

This pay range represents the minimum and maximum compensation that the position offers, and final compensation can vary within the range depending on work location, job experience, skills, and relevant educational attainment and/or training. 

ETAP has been powering success for over 35 years by providing the most comprehensive and widely-used enterprise solutions for power system design, analysis, monitoring, operation, and automation. Our mission is to provide state-of-the-art products and superior engineering services by combining advanced technologies with the highest standard in quality to achieve overall customer satisfaction. As we grow, we’re continually looking for bright, energetic, go-getters to enhance our team.  ETAP offers the career stability of an established company and the fast-paced, dynamic work environment of a startup; it’s a culture where good ideas and hard work are recognized and rewarded.

Job Purpose

The Strategic Account Executive's purpose is to develop business with new accounts and footprint expansion within existing named accounts of the defined territory. The primary goal of the role is to meet revenue objectives and maximize ETAP's solutions and services within these accounts.

The Account Executive

• Is an independent, seasoned professional who has experience working in a complex sales environment.

• Directs their account team to uncover and drive new revenue generation and is solely accountable for all commercial activity within the account from opportunity inception to contract closure.

• Maximizes revenue growth and customer outcomes through a robust cross-portfolio sales strategy that utilizes the ETAP Strategic Sales Plays, focusing on delivering the most impact to our customers’ business.

• Identifies, pursues, and develops C- Level client relationships and, through the course of these interactions, deepen their understanding of their client’s digital initiatives and business drivers. These relationships will secure ETAP’s position as a strategic partner providing significant value to the customer through transformational sales initiatives.

Principal Responsibilities

• Meet or exceed quarterly revenue targets supporting the regional business.

• Define and execute your Account Manager Business Plan, which outlines your strategic and tactical approaches for achieving your targets

• Plan and organize all related sales activities starting from prospecting through to closing business in line with the Framework of ETAP

• Comply with ETAP’s Processes and Policies and other written and verbal communication from the management.

• Analyze your ongoing performance against your plan to develop monthly reporting, including long-term account strategies with current and proposed activities, customer visits, revenue status, and revenue forecast.

• Maintain and develop the customer pipeline following the stage-gate forecasting protocols and maintain all activity within ETAP’s CRM solution. Important Working Relationships In addition to maintaining strong working relationships with all regional Sales Management, Marketing, Solution Strategy, Global Business Development, and Consultants, the Strategic Account Manager will keep a close working relationship with the regional Partner Sellers, Legal & Contracting groups, and Technical Pre & Post Sales organizations to ensure accurate communication of requirements and client expectations.

Knowledge, Skills & Experience Required

• You will possess experience (at least 8-15 years) in a sales, account management, or business development role selling software solutions

• You will possess experience (at least 4 years) with IT solutions and the business processes associated with the industries served by ETAP and are likely to have worked for an IT solutions provider, Owner Operator, or technology consultancy.

• You must be insightful about the customer’s business and must be able to investigate and uncover their most important problems to solve, matching ETAP's solutions to them where appropriate.

• You will preferably be degree qualified or have a professional qualification. • You will be a self-starter, able to work to develop new client engagements through the entire sales cycle.

• You will be skilled and experienced in operating at various levels, from end-user to senior decision-makers within ETAP’s target customer base, aligning their business problems with our technology solutions.

• You must have an excellent understanding of the business benefits of the ETAP solutions and services. Ability to describe the product benefits and any special offers and advise how these may benefit customers personally.

• You will have good commercial and analytical skills to help identify market trends and opportunities for your nominated territory, creating dynamic business and account plans to exploit such opportunities.

• You will have strong communication skills in all forms – written, oral, email, presentation, and have strong English language skills.

• You will be personable, be a strong team player, and positively conduct challenging business and commercial conversations with customers. Ideal Candidate will have domain expertise and relationships in LNG, Chemical, Midstream companies.

USA Benefits include:

Flex work hours, 20 days PTO rising to 25 with service, three paid volunteering days, primary and secondary parental leave, well-being support, medical, dental, vision, and 401K.

It’s possible we’re hiring for this position in multiple countries, in which case the above benefits apply to the primary location. Specific benefits vary by country, but our packages are similarly comprehensive.

Find out more: aveva.com/en/about/careers/benefits/

Hybrid working

By default, employees are expected to be in their local AVEVA office three days a week, but some positions are fully office-based. Roles supporting particular customers or markets are sometimes remote.

Hiring process

Interested? Great! Get started by submitting your cover letter and CV through our application portal. AVEVA is committed to recruiting and retaining people with disabilities. Please let us know in advance if you need reasonable support during your application process.

Find out more: aveva.com/en/about/careers/hiring-process

About AVEVA

AVEVA is a global leader in industrial software with more than 6,500 employees in over 40 countries. 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 are committed to embedding sustainability and inclusion into our operations, our culture, and our core business strategy. Learn more about how we are progressing against our ambitious 2030 targets: sustainability-report.aveva.com/

Find out more: aveva.com/en/about/careers/

AVEVA requires all successful applicants to undergo and pass a drug screening and 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.  AVEVA provides reasonable accommodation to applicants with disabilities where appropriate. If you need reasonable accommodation for any part of the application and hiring process, please notify your recruiter. Determinations on requests for reasonable accommodation will be made on a case-by-case basis.