Principal Industry Adoption Specialist

1 week ago

Sydney, New South Wales, Australia AVEVA Denmark Full time
About the Role

We are seeking a highly skilled Principal Industry Adoption Specialist to join our Technical Adoption Services team at AVEVA Denmark. As a key member of our team, you will play a critical role in guiding and accelerating our customers' technical software adoption journey with AVEVA.

Key Responsibilities
  • Develop strong technical relationships with customer implementation leaders, understanding their technology strategy and needs.
  • Act as an advocate for the customer, bringing the voice of the customer to AVEVA.
  • Provide industry technical expertise to translate intent into solutions.
  • Identify features of purchased software that complement the technical direction and needs of the customer's continuing operations.
  • Lead workshops and coaching sessions to guide the customer in using the AVEVA products successfully to realize their use cases.
  • Lead conversations to help focus the vision where AVEVA products add business value, at all customer levels.
  • Lead strategic conversations with customer, work through use case discovery, position AVEVA software & infrastructure to address needs.
  • Act as technical liaison to assigned customer accounts, working with CSMs & AMs, to maximize customer value and drive new business.
  • Influence and drive adoption of AVEVA software and infrastructure through demonstrations and other promotional activities.
  • Assist with risk vs. benefit analysis to help the customer understand ramifications of various deployment options.
  • Mitigate risks by identifying obstacles to the attainment of goals and objectives, reviewing potential design and configuration issues, and reviewing operational practices and proposed changes.
  • Accelerate technology adoption with expert guidance & service/training recommendations to broaden use of product functionality.
  • Potentially deliver TAS and CES pre-packaged offerings to accelerate customer adoption and credit consumption.
  • Drive innovation by providing early sight of product roadmaps and providing assistance with upgrade and lifecycle planning.
  • Diagnose customer readiness for successful technology deployments/rollouts.
  • Coordinate resolution of any technical blockers stalling customer journey or slowing adoption.
  • Formulate remediation plans and lead execution in partnership with PAC, CSM and AM.
Success Measures
  • Adoption and credit consumption, through increased software usage, expansion of software footprint and reduction in churn for customers receiving Industry Adoption Consultant interactions.
  • Customer satisfaction for customers receiving Industry Adoption Consultant interactions.
  • TAS revenue growth, with particular focus on growing ARR Services, for customers receiving Industry Adoption Consultant interactions.
Requirements
  • Technical Expertise – Level of depth in technical consultation that guides the customer towards successful understanding and adoption of the solution.
  • Change Management – Ability to understand the overall journey, identifying potential roadblocks, and proposing strategies to drive successful change.
  • Customer Centricity - Prioritizing understanding and exceeding customer needs throughout engagement.
Qualifications
  • Demonstrated Subject Matter Expert (SME) experience working with AVEVA Plant Scada Mining Industry Knowledge or experience.
  • Conversant on AVEVA technologies outside of primary technology and able to orchestrate SME activity on those technologies as necessary to assist customer in progressing towards their business outcomes.
  • Knows how AVEVA technologies fit into customer tech stack.
  • Comfortable with best practices, high levels of complexity, diagnosing customer readiness issues or adoption obstacles and prescribing solutions (reactive and preventative) that enhance customer journey and accelerate time to value.
  • Effective communicator provides empathetic direction to customer (and AVEVA) on best course of action.
  • Provide valued input to Sales and CSMs to develop and execute account strategy.
  • Effective international collaboration.
  • Capable of navigating AVEVA technical organization (Support, Portfolio, R&D, etc.)
  • Capable of documenting and successfully communicating improvement opportunities conducive to action within BU/Portfolio/R&D.

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