Senior Account Manager - CPG Industry, SEA

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.

Job Title: Senior Account Manager

Location: Jakarta, Indonesia

Employment type: Regular, full time, remote work arrangement

We are looking for a high‑energy software sales personnel to deliver revenue objectives by managing and developing business with Consumer Packaged Goods (CPG) industry and by driving utilisation within named existing key accounts within defined SEA. You will report to the Senior Sales Manager, SEA.

In addition to maintaining strong working relationships with all regional Sales, Marketing, Solution Strategy, Global Business Development and Consultants, the Senior Account Manager will maintain a close working relationship with the regional Technical Pre & Post Sales organisation to ensure accurate communication of requirements and client expectations.

• Role model high quality rigorous sales processes (AVEVA way of selling, MEDDPICC), 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 organise all related sales activities starting from prospecting through to closing business in line with the AVEVA Sales Process.
• Comply with AVEVA’s Processes and Policies and other written and verbal communication from the management.
• Analyse your ongoing performance against your plan to develop monthly reporting including long‑term account strategies with both current and proposed activities, customer visits, revenue status, and revenue forecast.
• Maintain and develop the customer pipeline in accordance with the pipeline recognition rules, and maintain activity within AVEVA’s Sales Force solution.
• Ensure sales documentation to support revenue booking is duly signed.
• Retain existing accounts and expand solutions utilisation, by developing long‑term relationships with executives and key decision makers.
• Support management with all market‑related information and assist with marketing activity where appropriate.

• Experience (at least 5‑10 years) in a sales, account management and/or business development role selling software solutions serving Consumer Packaged Goods (CPG), including but not limited to Food, Dairy, Pulp & Paper etc.
• Experience (at least 7 years) with IT solutions and the business processes associated with the industries served by AVEVA and likely to have worked for an IT solutions provider, CPG, or technology consultancy.
• Preferably degree qualified or have a professional qualification.

• Skilled and experienced operating at a range of levels from end‑user to senior decision makers within AVEVA’s target customer base, aligning their business problems with our technology solutions.
• Strong commercial and analytical skills to identify market trends and opportunities for your nominated territory, refining business and account plans to exploit such opportunities. Experienced in assessing commercial and legal risk and taking steps in negotiations to minimise/mitigate same from our business undertakings.
• Strong communication skills in all forms – written, oral, email, presentation, and strong English language skills.
• Customer‑focused:
  Develops in‑depth understanding of customer needs to provide what they need rather than what is convenient. Develops and implements strategies and processes which improve customer relationships. Acts as an advocate – takes the side of…