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

Internal Job Title:

Renewal Sales Specialist

External Job Title:

Renewal Sales Specialist

Reports to:

Renewals Manager

Job Level:

C / D

Region & Sales Area:

Job Purpose

The Renewals Account Manager / Renewal Sales Specialist is responsible for managing all aspects of the renewals cycle, working proactively to manage all renewals based on the set policy. Working to improve retention, drive growth and identify cross selling/upselling opportunities within accounts. You will ensure high customer satisfaction during the renewal cycle, ensure a high-level of data accuracy, and partner with the Customer Success managers to provide a seamless customer interaction.

Dimensions

This role is part of a regional sales team where you will define and plan your strategic and tactical approaches to achieving your objectives. You will work synergy with local sales, marketing, technical sales, contracts, and finance team to win business within the region.

You will be required to maintain and utilize the AVEVA CRM system in line with the Framework of ONE AVEVA.

It is an expectation that travel to clients, partners, prospects, AVEVA offices etc. (including overseas on occasion) will not be a normal requirement of successfully executing this role.

As this is renewal sales role, a significant portion of the job will be truly digital using the digital media and other communication techniques to reach your customers in an efficient manner.

Principal Role And Accountabilities

Take ownership for an assigned renewals pipeline from first contact to close, including notifying customers of renewal, creating quotes, and closing renewals opportunities for accounts
Build and maintain beneficial, positive relationships with customers, the Customer Success management team and channel partners
Send out renewal quotations to customers and identify any upsell or cross sell opportunities.
Make sure that all the renewals for the next quarter are quoted 90 days in advance
Manage the company CRM to a high degree of accuracy to ensure all activity is recorded
Achieve sales-based targets set by management
Weekly reporting and forecasting on renewals pipeline vs. target to Management
Other Duties may include;
Identify expansion opportunities to generate additional revenue (upsell/cross-sell), driving those opportunities to closure and/or ensuring that the appropriate account management resources are engaged to maximise the opportunity
Support evolving sales processes aimed at improving renewal efficiency and upsell/cross-sell to renewal customers
Track Late Renewals and Churn including reasons for cancelation for analysis
Assist in development of effective contact plans for accounts in conjunction with the rest of the Sales Team.
Ensure sales documentation to support revenue booking are duly signed.
Comply with AVEVA's Processes and Policies and other written and verbal communication from the management.
Assist Business with any other activity required to fulfil role

Knowledge, Skills & Experience Required

A working experience of 2-4 years in Sales / Renewals/Inside Sales/ Account management in Enterprise Software solutions.
Excellent verbal and written communications skills both in English and Local language.
You will be a driven, self-motivated individual who is naturally curious and has a passion for creating solutions that benefit the company and the customer.
Highly detailed oriented with the ability to manage a large volume of accounts, tasks and responsibilities
Exceptional organisational and presentation skills.
You will preferably be degree qualified or have a professional qualification.
You will be personable, be a strong team player and be able to conduct challenging business and commercial conversations with customers in a positive manner.
Experience working with Salesforce preferred.

Sales Competencies Required

Strong Phone Presence: Because this job is conducted almost exclusively via phone and other electronic communication devices, you must possess the ability to understand nuances in intonation, word choice, and demeanour over the phone.
Must be able to build rapport over the phone
Strong listening skills
Must be comfortable with silence over the phone
Strong Written Skills: Outside of phone skills, written communication will be the most used medium to communicate with prospects and customers. You will possess an innate ability to communicate succinctly in both English and a native language according to regional needs.
Compose concise communication without grammatical or spelling errors.
Ability to be brief but thorough in communication without use of jargon or other filler words.
Relationship Management: Interprets behaviours and uses past experience to anticipate reactions. Predicts and prepares for reactions to events. Understands customers/prospects underlying problems and the reason for the current or long term behaviour.
Engages in dialogue with customers to help the customer learn something new.
Can articulate customer value drivers in light of AVEVA's value proposition.
Influencing Skills: Emphasises positive messages and benefits which win appeal to audience. Chooses and uses most appropriate arguments, not just the most obvious. Focuses on key benefits, including bottom line benefits to get the message across.
Can identify key stakeholder(s), their objectives, and metrics.
Can adjust language and messages to different stakeholders.
Commercial Awareness: Supports the budgeting and forecasting processes within AVEVA and takes corrective action to ensure performance targets are met. Manages and contains risk in a well-defined and contained environment. Can seamlessly draw implications relevant to the customer's growth path or business requirements that better positions AVEVA's capabilities.
Shows comfort with relevant data and examples specific to the customer and industry.
Can articulate customer's business model, key cost drivers, growth paths, and value proposition
Conducts regular due diligence to understand customer value drivers
Negotiating Skills: Able to negotiate business with customers of high value or involving several levels of intervention Leads projects or teams, the success of which depends upon the individual's ability to achieve negotiated settlements. Leads or is involved in formal negotiating arrangements with external organisations.
Attempts to acknowledge and defer price-based conversations.
Attempts to ensure customer properly understands value before discussing financial terms.
Drive and Commitment: Has self-motivation as demonstrated in taking action before being asked or told. Seizes opportunities as they occur, and regularly does more than the minimum required. Remains unsatisfied by previous achievements.
Assesses the customer's readiness to proceed at each stage of the buying process.
Sets clear next steps after each meeting.

About AVEVA

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

India Benefits include:

Gratuity, Medical and accidental insurance, very attractive leave entitlement, emergency leave days, childcare support, maternity, paternity and adoption leaves, education assistance program, home office set up support (for hybrid roles), well-being support

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

We work in a hybrid way at AVEVA. Most roles are based at a local AVEVA office, with an expectation of being on-site 50% of your working hours to support collaboration and connection. Some positions are fully office-based depending on the nature of the work, and certain roles that support specific customers or markets may be remote. The working arrangement for this position will be confirmed during the hiring process.

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.

Renewals Sales Account Manager