AVEVA is creating software trusted by over 90% of leading industrial companies.
Position Title: Business Development Manager, Project Execution
Location: Singapore or Kuala Lumpur
Employment: Regular, full time, hybrid work arrangement
Job Purpose
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.
The overall objectives of this role are to:
Provide relevant domain knowledge and expertise to help the Sales Team identify, qualify and (as appropriate) help close new business for AVEVA.
Key Interactions
Customers - End Users
AVEVA local Sales Leadership
AVEVA Sales Team members (Account Managers) in assigned Region
AVEVA Partner/ Channel team members, including SE Segment Teams
AVEVA Business Development Leadership
AVEVA Technical/ Pre-Sales Consultants
AVEVA Regional Marketing
KPIs
New Business Pipeline growth as measured from AVEVA CRM system [Salesforce]
Adding value to the Regional Sales Team by helping to close new business opportunities
Competencies Required (Common)
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.
Competencies Required
Managing the customer relationship from the first contact through the sales process and post-sales on the aspects related to the business values.
Ability to link the existing contractual basis with the customer to new business opportunities and transformative renewal deals.
Understanding sales processes, including buyer’s personae, decision making processes, SWOT-analysis and close-plans.
Defining opportunity plans outlining use cases and the activities and related schedule required to win the deal.
Setting up and leading engagements with the customer according to the opportunity plan including calls, meetings and workshops.
Capability to build strong, trusted relationships with key customer stakeholders by demonstrating thought leadership, domain expertise and communicating with the customer on-par.
Work Experience and Education
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.
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/
Singapore Benefits include:
Parental leave, additional leaves including emergency leave, childcare leave and extended childcare leave, well-being support, flexible benefits, group insurances, car Allowances (depending on the role), company’s gift.
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
By default, employees are expected to be in their local AVEVA office three days a week, but some positions are fully office-based. Roles supporting particular customers or markets are sometimes remote.
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.
