Channel Account Manager, Australia/New Zealand

Location Brisbane, Australia Reports to Regional Channels Leader, Pacific Rim Eligibility 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. Qualifications 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 Background Check 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. Equal Opportunity Statement 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. #J-18808-Ljbffr