Inside Sales Representative

8 months ago

Brisbane, Australia Aveva Full time

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.

Dimensions

This role is part of a local Pacific sales team where you will define and plan your strategic and tactical approaches to achieving your objectives. You will work closely with local marketing, technical sales, technical post-sales support and the delivery organisation to build and close business within the region.

This role requires the ability to discover new opportunities for AVEVA’s traditional and non-traditional solutions, working with the client to explore and build a business case for investment in AVEVA’s solutions, supporting the growth of the business. You will be required to maintain and utilise the AVEVA CRM system in line with the Framework of ONE AVEVA.

Principal Accountabilities- Meet or exceed quarterly revenue targets supporting the local Pacific business.- Define and execute your Inside Sales Business Plan which outlines your strategic and tactical approaches for achieving your targets- Plan and organise all related sales activities starting from prospecting through to closing business in line with the Framework of ONE AVEVA- Comply with AVEVA’s Processes and Policies and other written and verbal communication from the management.- Produce monthly reports outlining short to long term account strategies including both current and proposed activities, revenue status, and revenue forecast.- Maintain and develop the customer pipeline in accordance with the pipeline recognition rules, and maintain activity within AVEVA’s CRM solution.- Ensure sales documentation to support revenue booking are duly signed.- Retain existing accounts and expanding solution utilisation, managing relationships at all levels of their business.- Support management with all market related information and assist with marketing activity where appropriate.

Important Working Relationships- In addition to maintaining strong working relationships with all Pacific Sales Management, Marketing, Solution Strategy, Global Business Development and Consultants, the Account Manager will maintain a close working relationship with the local Technical Pre & Post Sales organisation to ensure accurate communication of requirements and client expectations.

Knowledge, Skills & Experience Required- You will be a driven, self-motivated individual who is naturally curious and has a passion for creating solutions that benefit the company and the customer.- Prior sales experience is a plus, but depth of AVEVA’s product line is an acceptable substitute with at least one year of experience.- You must be passionate about the customer’s business and must be able to investigate and uncover their most important problems to solve, matching AVEVA’s solutions to them where appropriate.- You will be a self-starter, able to work to develop new client engagements through the entire sales cycle.- You will be skilled and experienced operating at a range of levels from end user to senior decision makers within AVEVA’s target customer base, aligning their business problems with our technology solutions.- You must have excellent understanding of the business benefits of the AVEVA solutions and services. Ability to describe the product benefits and any special offers and give advice about how these may benefit customers personally.- You will have sound commercial and analytical skills to help identify market trends and opportunities for your nominated territory, refining business and account plans to exploit such opportunities.- You will have a positive and determined approach to researching and analysing new business opportunities and then marshalling the resources to pursue and close the business.-
- You will be personable, be a strong team player and be able to conduct challenging business and commercial conversations with customers in a positive manner.

Sales Competencies Required- Strong Phone Presence: Because this job is conducted almost exclusively via phone and other electronic communication devices, you must possess the ability to understand nuances in intonation, word choice, and demeanour over the phone.- Must be able to build rapport over the phone- Strong listening skills- Must be comfortable with silence over the phone- Strong Written Skills: Outside of phone skills, written communication will be the most used medium to communicate with prospects and customers. You will possess an innate ability to communicate succinctly in both English and a native language according

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