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.
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Job Title: Business Development Manager, Engineering
Location: Calgary, Canada
Employment type: Full Time
The Job
As a Business Development Manager, you will motivate & support existing regional sales teams to identify and develop new business opportunities associated with an assigned product portfolio.
Key responsibilities
Provide relevant domain knowledge and expertise to help the Sales Team identify, qualify and (as appropriate) help close new business for AVEVA.
Support regional sales teams by identifying, qualifying, and helping to close new business opportunities.
Provide domain expertise to guide solution positioning and influence customer decision-making.
Engage directly with customers, account managers, partners, and pre-sales teams across the region.
Contribute to pipeline development by supporting demand generation, sales campaigns, and marketing initiatives.
Serve as a thought leader, communicating technical differentiation and value to customers.
Track and measure progress through KPIs including pipeline growth, as measured from AVEVA CRM system [Salesforce] and sales impact.
Essential Requirements
Deep domain and industry knowledge to the related products and their markets including competition.
Excellent communication and presentation skills in internal and customer facing engagements
Ability to communicate with senior executives in the business language of the customer.
Ability to identify and to articulate the customer’s pain points and the value proposition for the customer in the context of the customer’s business and business processes.
Ability to identify and to articulate the business transformation required by the customer to maximize the value delivered by our solution.
Ability to support value propositions by providing benchmarks and benefit estimations.
Self-driven, pro-active individual who could support lead generation and conversion to new pipeline.
Thought leader in sales engagements driving the competitive value proposition as well as the high-level technical conversation with the customer
Strong team-building and thought leadership capabilities including leading teams on demand or integrating in existing customer engagement or opportunity teams.
Ability to explain the technical competitive advantage and differentiation of the solution.
Ability to challenge customers and to reframe customers’ perspectives.
Strong organizational and time management skills, ability to work and collaborate within a team
Fluency in English language, oral and written.
A minimum of 10 years’ experience in Business Development/ Account Management within a technology software environment
Demonstrated experience of consistently meeting sales targets and objectives
Demonstrated experience in C-level selling
Demonstrated experience in Solution selling
Understanding of enterprise business systems application, commercial law, tender evaluation and quote preparation
Qualifications in business management, engineering science discipline and/or significant computer science exposure is desirable.
Desired Skills and Competencies
Understanding of industry trends and market dynamics and utilizing this understanding in the context of AVEVA‘s strategy and products to define sales and marketing campaigns.
Understanding and execution of white-space analysis in markets and accounts to identify targets for program-driven sales engagements.
Capability to lead or support the creation of sales enablement material for program-driven lead and pipeline generation.
Capability to lead or support marketing events or campaigns to support program-driven pipeline generation activities like presenting at webinars, conferences, developing whitepapers or publishing in academic and industry-focused journals or blogs.
Understanding KPIs to track success of the programs.
Commercial at AVEVA
Our Commercial team, comprised of over 2,000 dedicated colleagues, is the backbone of our customer relationships and business growth. From industry experts and solution architects to sales, support, success managers, and business operations, everyone shares a common goal: to deeply understand our customers' needs and deliver tailored solutions.
If you're passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team.
Find out more: https://www.aveva.com/en/about/careers/
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.
