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

- Adds value to sales engagements on key opportunities with clear ability to position AVEVA and offers at a high level
- 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, CSP/CTP where applicable, CSM where applicable
- 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





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, ABC compliance, etc.

Essential requirements

- Minimum 6- 8 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 India
- 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 quick-paced environment by listening, absorbing, and quickly applying lessons learned from all inputs.
- Resonates with culture focused on Impact, Aspiration, Curiosity and Trust

📌 Channel Account Manager (Mumbai)
🏢 Aveva
📍 Mumbai