Technical Sales Consultant

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.

Area of focus This vacancy is focused on the Engineering Business Unit, namely for the areas around AVEVA OTS and AVEVA APC. Job Purpose The Senior Technical Sales Consultant is a key role in contributing to the growth of business within the region, providing outstanding Technical Sales and consultancy support for AVEVA solutions and/or other supported client software and providing expert technical advice and consultancy to the AVEVA Sales teams through a close collaborative partnership. The focus of the Senior Technical Sales Consultant will be to directly assist the account managers and sales managers to understand potential opportunities and position AVEVA’s technologies as a solution. This position may be required to travel at short notice to an AVEVA office, or customer location, anywhere in the region or around the world. The job holder is expected to take a Sales Engineer role which may have a global remit. This position is also expected to actively seek to coach and mentor more junior staff and contribute to the development of processes to share knowledge and experience with other teams and regions. Principal Accountabilities - Work directly with account managers and sales managers to understand account and opportunity plans assist in finding and closing business. - Work with other team members to continuously educate the sales team on the benefits that AVEVA can bring to the marketplace with AVEVA’s technologies, and more specifically how AVEVA’s solutions can be positioned within an account manager’s business. - Communicate the value proposition of our solutions to prospects at presentations, workshops, industry events and seminars - Take responsibility for the planning, creation, development and delivery of demonstrations that prove the value of our solutions - Lead engagements with prospects to understand specific needs/problems and contribute to the development of appropriate technical solutions. - Take responsibility for the preparation and presentation of technical proposals to solve specific prospect needs/problems. - Take responsibility for the planning, creation, organising and execution of Proof of Capability presentations and demonstrations to prospects that “prove and confirm” the value of our technical solution to their specific needs/problems. - Provide Technical Support (including training, implementation and consultancy), on occasion, as required by line management. Important Working Relationships - Prospects: Develop trusted working relationships with clients and always provide the highest level of customer service and professionalism. - Sales: Work as a partner with the account managers and sales managers to provide technical business insight for new or existing customers/accounts. Collaborate closely with the sales teams in identifying and qualifying opportunities, providing technical support at all levels of prospect engagement and ensuring throughout that proposed solutions are workable and are in-line with AVEVA’s strategic objectives. - Technical: Work within a dynamic team and show flexibility in the use and development of personal and technical skills to maximise the team’s efficiency. - Coaching and mentoring junior employees. Knowledge, Skills & Experience Required Experience & Qualifications - Associate’s or Bachelor’s degree (or equivalent experience) in a relevant engineering discipline. - Typically in excess of 10 years' experience of the plant operations, shipbuilding or engineering, design, procurement and construction business, or equivalent experience within AVEVA and 8 years' experience in a technical sales, pre-sales or business development role. - Proven experience with technical proposals and the creation of Proof of Capability demonstrations. - Recognised throughout AVEVA, or in the customer base, as having extensive practical experience of the implementation of AVEVA solutions with customers. Customer Focus - Has a good manner and is pleasant and patient with the customer at all times. - Takes personal responsibility for ensuring customer concerns are resolved. - Understands customer stakeholder's personalities/views and thinks through what will have the biggest impact on them. - Makes concrete efforts to exceed customer expectations and add value. - Develops an in-depth understanding of customer needs in order to provide what they need rather than what is convenient. - Develops and implemen