SG - Technical Solution Architect - Cloud - Technical Sales
SB-Notting Hill, Australia
4d ago

AVEVA creates industrial software that inspires people to shape the future. From water and energy to food and infrastructure, our solutions turn opportunities into business value.

We work with our customers and harness the power of our ecosystem to deliver solutions across the asset and operations lifecycles.

We use collaborative innovation to empower people and industries, enabling the planet to thrive.There are 4,500 of our people in more than 40 countries who challenge themselves and each other to create and improve the transformative technology our customers need.

With our help, industries across the world can make a positive difference to the lives of people everywhere.We take pride in our core values and the diversity of our people, valuing the unique experience and expertise that people from different backgrounds bring to our business.

At AVEVA, we’re all about Limitless possibilities. Are you?Job PurposeThe Technical Solution Architect (Cloud) is part of the Cloud Global Accounts Team that spreads over multiple regions, the role is to develop strategies to expand the use of the AVEVA Cloud portfolio in the Global Accounts.

The group has the overall responsibility of initialising, leading and co-ordinating the strategic Digital Twin (Concept to Operations) initiatives in partnership with other departments.

It is the responsibility of this group to provide domain expertise and qualify opportunities for all Cloud engagements to ensure a scalable, sustainable, data-centric, consistent approach and philosophy across our Global Account customer base.

The primary purpose is;To work with the wider Global Accounts team, Pre-Sales, post Sales and Solution Delivery teams to ensure successful transition of the Global Accounts to Cloud Solutions.

To ensure that the Global Accounts Cloud specific requirements are communicated to Portfolio such that they become part of Roadmap of the solutions.

To provide input into the AVEVA Cloud Strategies.Dimensions

  • Is an independent, seasoned professional who has experience of working in a complex sales environment.
  • Will secure successful implementations for strategic initiatives, both internally and externally with the Global Accounts and latest Cloud Solutions.
  • Success will be measured through increased commercial take-up of the Cloud Solutions.

  • Works with the Global account sales team to uncover and drive new revenue generation and support all commercial activity within the account from opportunity inception to contract closure.
  • Supports revenue growth and customer outcomes through a robust cross portfolio strategy that executes the AVEVA Strategic Sales Plays within the Global accounts, with a focus on delivering the most impact to our customers’ business.
  • Communicate to the wider Global Accounts team on how to position the AVEVA Cloud Solutions.
  • Will Develop and Maintain Commercial Model.
  • Will Grow the Footprint of AVEVA Cloud in the Global Accounts
  • Will Support PoC’s / Pilots, Support Solution Architecture development for AVEVA Cloud along with Solution Delivery Architects, Support Demo’s and address technical issues transitioning from on-premise tools to Cloud.
  • Will feedback to Portfolio and R&D on leading edge development from Global Account Customers perspective.Will Focus on Global Accounts that spreads across multiple geographic regions / locations.
  • Travel to customer sites and other AVEVA offices will be required.Principal AccountabilitiesThe Technical Solution Architect (Cloud) is responsible for leading and maintaining the Cloud Strategies, instigating strategic implementation initiatives (internally & externally), collating and improving domain content.

    Specifically, the Technical Solution Architect (Cloud) will :

  • Understand the holistic AVEVA Cloud Vision.
  • Have a solid understanding of the Digital Twin Solution.
  • Understand and focus their work in support of strategic priorities.
  • Participate in elaborating requirements to meet Business and Customer needs.
  • Work with R&D and portfolio in identifying new or corrective requirements & acceptance criteria in on-going developments.
  • Participate in Internal and / or External Reference Groups when required.
  • Plan and support sales activities starting from prospecting through to closing business in line with the Framework of ONE AVEVA.
  • Ensure retention of accounts and expand solutions utilisation by developing long term relationship with key stakeholders (Executives & Decision makers)
  • Comply with AVEVA’s Processes and Policies and other written and verbal communication from the management.Important Working RelationshipsClose collaboration and cooperation with;
  • Global Account Customers
  • Sales, Pre-Sales, Support & Post-sales regional teams.
  • Portfolio.
  • Practice teams.
  • BU functions.
  • DevOps
  • Cloud teamsThis role requires good liaison with downstream functions in multiple locations, to ensure Cloud deployments are executed in a smooth, scalable and sustainable way that exceeds customers expectations.
  • Knowledge, Skills & Experience Required :

  • You will possess experience (at least 10 15 years) in a technical account management or business development role selling software solutions serving Plant Owner Operators, EPC’s and / or Design consultants.
  • You will have experience in one or more of the AVEVA’s diverse portfolio namely Engineering, Asset Performance and Management, Monitoring & Control and Planning & Operations
  • 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 possess experience (at least 15 years) with IT solutions and the business processes associated with the industries served by AVEVA and likely to have worked for an IT solutions provider, EPC, Plant Owner Operator, or technology consultancy.
  • You will preferably be degree qualified or have a professional qualification.
  • You will be a self-starter, able to work to develop new and existing 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 our target customer base, aligning their business problems with our technology solutions.
  • You will have sound commercial and analytical skills to help identify market trends and opportunities for Global Accounts and account plans to exploit such opportunities.
  • You will be experienced in assessing commercial and legal risk and taking steps in negotiations to minimise / mitigate same from our business undertakings.

  • You will have strong client management skills and be a confident negotiator.
  • 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 have strong communication skills in all forms written, oral, email, presentation, and have strong English language skills.
  • You will be personable, a strong team player and be able to conduct challenging business and commercial conversations with customers in a positive manner.
  • AVEVA is an Equal Opportunity Employer and we take pride in the diversity of our employees, valuing the special experience and expertise that people from different backgrounds bring to our business.

    The ability to develop ground-breaking technologies is one of our key assets and our people make it happen.Come and join AVEVA to create the transformative technology that enables our customers to engineer a better world.

    AVEVA welcomes all applicants regardless of gender, sexual orientation, marital / civil partnership status, race, religion and belief, disability or age.

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