Regional Partner Sales Leader, India/SEA

Aveva

10 - 15 years

20 - 25 Lacs

mumbai

Posted:1 day ago| Platform:

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Skills Required

sales marketing trade operations ot compliance trade compliance leadership presales distributor sales targets performance analysis

Work Mode

Work from Office

Job Type

Full Time

Job Description

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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