Regional Partner Sales Leader, India/SEA

3 days ago

Mumbai, Maharashtra, India Aveva Full time

Position Title: Regional Partner Sales Leader, India/SEA

Reports to: VP Partner Sales, APAC

* candidates must have the rights to work in the location listed, no relocation support will be offered

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 10-15 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, Value Added Resellers and sales teams across India and SEA region
  • Knowledge and experience of Operations Technology (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 organizational skills, and ability to develop network for cross-functional working
  • Solid understanding of channel and distributor ecosystem of the assigned market/region in the OT domain
  • People leadership experience in leading and developing teams
  • Willing to travel within assigned market/region and APAC for business purposes

Desired skills

  • Demonstrable value of Trust required for internal and cross-functional collaboration
  • Curious and creative in problem-resolution resulting in improved outcomes and greater operational efficiencies
  • Strong understanding of different cultural nuances across different APAC markets
  • Resonates with culture focused on Impact, Aspiration, Curiosity and Trust

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