Principal Industry Adoption Consultant

4 weeks ago

Sydney, New South Wales, Australia AVEVA Denmark Full time
Job Title: Principal Industry Adoption Consultant

We are seeking a highly skilled Principal Industry Adoption Consultant to join our Technical Adoption Services team. 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.

Job Summary

The Principal Industry Adoption Consultant will be responsible for increasing customer product adoption through building an understanding of their business goals and providing guidance and best practices via a mixture of consultancy and pre-packaged services. This role requires a charismatic and proactive individual who is comfortable developing networks of contacts, leading conversations, and actively listening and personalizing advice.

Key Responsibilities
  • Develop strong technical relationships with customer's implementation leaders, understand 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.
  • 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
  • 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.
  • Bachelor level degree in technical field such as Computer Science, Computer Engineering, Electrical/Electrical Engineering.
  • 5+ years performing technical support for AVEVA software of their specialty.
  • AND/OR 5+ years* creating solutions with AVEVA software.
  • 5+ years* technical project management or technical lead engineering experience implementing AVEVA software solution projects.
  • 5+ years* technical pre-sales consultancy with AVEVA software 5+ years* solution support engineer with AVEVA software *(in absence of a degree, at least 8 years of experience will be required).
  • Valid Passport is required.
  • Excellent software technology acumen Expert level domain knowledge for which they are qualified.
  • Understanding of support processes and tools Excellent presentation capabilities Excellent documentation & report writing capabilities.
  • Familiar with infrastructure environments related to AVEVA software deployments.
  • Position requires international and domestic travel.
  • Language requirement: spoken & written English.

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