Technical Sales Consultant (ProCon), Contract Management, APAC - Technical Sales
AVEVA
Perth, Australia
20h ago

About our Opportunity :

Are you ready to join the global leader in engineering and industrial software? You’ll be part of a team that drives digital transformation to over 16,000 customers across the globe and strives for excellence every day.

There are 4,700 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?

About AVEVA

AVEVA is a global leader in engineering and industrial software driving digital transformation across the entire asset and operational life cycle of capital-intensive industries.

The company’s engineering, planning and operations, asset performance, and monitoring and control solutions deliver proven results to over 16,000 customers across the globe.

Its customers are supported by the largest industrial software ecosystem, including 4,200 partners and 5,700 certified developers.

AVEVA is headquartered in Cambridge, UK, with over 4,400 employees at 80 locations in over 40 countries.

ABOUT THE ROLE

Reports to : Region TSC Lead (Newcastle, Australia)

Location : Perth but is open to candidates from other States.

Job Purpose

The Technical Sales Consultant (TSC) is an integral and highly visible part of the AVEVA Sales team that works on sales opportunities with a focus on, but not limited to, AVEVA ProCon Contract Management solution for our customers.

The role includes working on opportunities, performing demos, presenting solutions and representing our solutions at trade shows.

The role is based in Australia but the responsibilities cover the full Asia Pacific region.

Dimensions

This role is part of the AVEVA Technical Sales Consultants team promiting our solutions, with a focus on ProCon Contract Management Solution.

You will be working as part of a multi-discipline team, and interfacing directly with senior Customer representatives, you will be charged with eliciting customer’s business requirements and pain points, and designing a solution using ProCon to meet those needs.

You will need a combination of hard and soft skills to succeed in this role : an analytical mind that likes to break down problems into logical components that can be documented, coupled with active listening and consultative skills to surface real customer needs and develop credible solutions.

It is an expectation that travel to clients, partners, prospects, AVEVA offices, trade shows and conferences (including oversea) will be a normal requirement of successfully executing this role.

Post-Sales Support : You will be expected to contribute and support the regional Delivery team where you will work from time to time, handing over successful opportunities and the design.

Principal Accountabilities

The role’s principle responsibilities within the AVEVA ProCon Technical Sales Consuitants team are :

  • Engaging with prospects to understand specific needs / problems and then devise appropriate solutions.
  • Preparing and presenting proposals to solve specific prospect needs / problems.
  • Planning, creating, organising and executing proof of concept presentations and demonstrations to prospects that prove the value of our solution to their specific needs / problems.
  • Communicate the value proposition of our solutions to prospects at presentations, workshops, industry events and seminars.
  • Planning, creating, developing and delivering demonstrations that present the value of our solutions.
  • Gathering reporting requirements and supporting the design, build and training of BI dashboards and reports using ProCon Dashboard Widgets and Analytics platform (e.g. using Power BI).
  • Supporting Integration with other complementary enterprise solutions (e.g. Financial, Vendor, Cost, Document Management systems)
  • Support Global Services from time to time with :

  • Participate in business process design workshops with clients to capture functional requirements based on definition of customer business processes and workflows.
  • Support the authoring of functional specifications, capturing all the design decisions made throughout the discovery and design phase.
  • Continuous development, updating and improving the AVEVA ProCon product
  • Provide Product consultancy and support as required by line management : -

  • Engaging with and supporting AVEVA ProCon Product team and clients with Requirements, Analysis, Design and consultancy relating to Product Improvements and Enhancement Requests.
  • Important Working Relationships

  • Clients / Prospects : Develop good working relationships with clients and always provide the highest level of customer service and professionalism.
  • Sales : Work with the sales team in identifying opportunities, providing support at all levels of prospect engagement and ensuring throughout that proposed solutions are workable and are in-line with AVEVA’s strategic objectives.
  • Product : Supporting the product team in gathering requirements, analysis, design relating to the product roadmap, improvements, and change requests.
  • Professional Services : Work within a dynamic team and show flexibility in the use and development of personal and technical skills to maximize the team’s efficiency.
  • Coaching and mentoring junior employees.
  • Knowledge, Skills & Experience Required

  • Experience in a consulting role in either Selling or implementing enterprise software solutions serving any of the following : -
  • o Oil and Gas, Mining, Power & Utilities, Infrastructure, Plant Owner Operators, EPC’s or other asset intensive organisations.

  • Ability to work effectively in a dynamic team.
  • Willingness to travel extensively within the region and abroad to perform consultancy tasks.
  • Good problem-solving skills and the ability to investigate the needs / problems of prospective customers with little guidance.
  • The ability to effectively manage and handle multiple and possibly competing commitments simultaneously.
  • Experience in customer-facing skills and the ability to present product and solutions and delivering training.
  • Excellent verbal and written communication skills.
  • You will be approachable, personable, ethical have a sense of humour, integrity and be a strong team player.
  • Good understanding and knowledge of the full Contract lifecycle from Pre-Award to Post Award and execution of Contracts.
  • Experience and knowledge working with Business Enterprise systems : ERP systems (SAP preferred), Project Cost Control systems, Contract Management systems.
  • Experience and knowledge working with (BI) Business Intelligence analytics tools (e.g. Power BI)
  • Project experience supporting systems integrations.
  • Proven experience with technical proposals and the creation of proof of concept demonstrations.
  • Proven 3+ years experience and knowledge :
  • of in one of the following Industries :

    Oil & Gas, Mining, Power & Utilities, Infrastructure

    o performing one of the following business functions :

    Contracts and Procurement, Contract Management, Contract Administration, Operations Procurement

    o either from : -

    an owner-operator or an EPC contractor background.

  • Preferably be degree qualified or comparable professional qualification (or equivalent experience).
  • Frequent travel to customer sites within existing markets will be required.

    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.

    Concerning agencies : Aveva does not accept unsolicited resumes and will not be responsible for fees related to such.

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