Channel Account Manager, Vietnam

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 https://www.aveva.com/en/about/careers/

Channel Account Manager, Vietnam

Location: Ho Chi Minh City, Vietnam

Department: Partner Sales

Work mode: Remote

Reports to: Head of Partners – Southeast Asia (SEA)

Who Are You:

A driven Channel Account Manager with experience in generating incremental growth and developing/optimizing robust channel ecosystem(s). This includes but not limited to, Reseller(s)/Distributor(s), System Integrators (SI) and Strategic Solution Provider(s). You are a strategic thinker with an ability to develop a channel business plan and rigorously execute. Driven by individual sales target and a hands-on approach to achieving sales target through channel partners with strong collaborative and professional ways of working.

Who is the team:

You will join a high-performing cross-functional sales team focused on growth with purpose. We aspire to double our business in three years in a sustainable way through go-to-market excellence, thought leadership, customer centric innovation and a focus on talent. You will also work closely with enabling and supporting functions like marketing, renewals, pre-sales, and others. We work as one team to win in the market while trying new things and having fun along the way.

What will you do:

Sales Excellence

• The Channel Account Manager role is focused primarily in driving indirect sales. This position will be quota carrying. You will be required to develop business plan for assigned partners, present to your reporting manager, and market leader, and execute the plans. Interpersonal skills, indirect sales and collaborative sales approach are critical to responding to daily channel-centric activities.
• Channel account manager goes on customer sites to lead and support closing opportunity when required or requested, or strategic opportunities.
• Lead quarterly business review with assigned partners and analyse each partner’s performance.
• You will work with partners ensuring forecast accuracy, leads are followed up, promotions are planned and executed, and customers are satisfied.
• You will be responsible for recruiting and expanding the right partners with specific expertise and market coverage required by go-to-market strategy, not limited to resellers, strategic solution providers, systems integrators, etc.
• Work with cross functional teams (internal and external) to ensure timely resolution of the partners escalations and issues involving different internal teams.
• Build and maintain relationships with all key partner principals and team
• In this position you will be required to perform channel governance and build new relations
• Maintaining partner competence through enablement, training and certifications

Continuous Improvement

• Take ownership of specific needle-mover initiatives to improve overall business.
• Continuous learning proactively to keep updated of AVEVA technology advancement and ensuring partners are enabled similarly, translating into actionable initiatives with partners.

What we are looking for

Skills & Qualifications

• Minimum 6 – 8 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. 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.
• Able to converse and present in English and Vietnamese.
• Team player and willing to learn.

Behaviours

• 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

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.

‍