Aveva

AVEVA is a global leader in industrial software. Our cutting-edge solutions are used by thousands of enterprises to deliver the essentials of life – such as energy, infrastructure, chemicals and minerals – safely, efficiently and more sustainably.

We’re the first software business in the world to have our sustainability targets validated by the SBTi, and we’ve been recognized for the transparency and ambition of our commitment to diversity, equity, and inclusion. We’ve also recently been named as one of the world’s most innovative companies.

If you’re a curious and collaborative person who wants to make a big impact through technology, then we want to hear from you! Find out more at AVEVA Careers.

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Job Title: Renewal Account Manager

Location: Beijing or Shanghai, AVEVA Office

Employment Type: Full time

The job

The Renewals Account Manager is responsible for executing “large, complex or unique solution renewals" for the assigned markets or accounts. You will play a key role in driving customer renewal engagement on a day to day basis performing account management responsibilities. You engage with AVEVA sales team and customers through a dynamic process to achieve renewal quota and business metrics focus on recurring business growth and retention of the existing customer base across assigned countries/region/industry sectors. You collaborate openly, sharing any intelligence gained on your accounts, proactively addressing observation and mitigating operational and retention risks with your peer functions including customer success, technical sales and product sales.

Key Responsibilities

• Achieve renewal quota and renewal objectives such as on-time renewals and escalated contract renewals.
• Develop and execute effective Meddpic renewal plans for accounts in conjunction with the Sales and Customer Success team
• Identify expansion opportunities and work closely with Customer to support the cross/up-selling opportunities or hand over the opportunities to the Sales Account Managers
• Responsible for renewals process from first contact to close for the assigned customers:
• Understand customer requirements
• Introduce customers to the renewal cycle/process
• Create and issue renewals quotations
• Forecast Renewals Opportunity status
• Track and expedite purchase orders
• Close renewals opportunities On-time
• Maintain accurate data in Salesforce.com regarding customer renewal information, renewal status and renewal reports.
• Establish and drive trusted customer relationships and ensure timely escalation of issues through to resolution.
• Build and maintain beneficial, positive relationships internally with Customer Success, Sales Account Managers and Channel Partners

Other Duties may include:

• Support evolving renewal processes aimed at improving renewal efficiency
• Provide accurate reporting specifically for Late Renewals, Renewal migration and Churn including reasons for cancelation for analysis
• Provide assistance to sales team related to global accounts that may exist in the territory.
• Assist Business with any other activity required to fulfil role

Essential Capabilities

• Proficient knowledge and the application of renewal process, policies and pricing
• Effectively manage multiple accounts and activities, maintaining momentum and customer satisfaction
• Proven direct sales experience, including building relationships with and selling to the enterprise level (calling on VP Operations, CTO, CIO and other Executives)

Essential Experience

• 5 Years demonstrated success in a Technical Sales or Customer Success capacity with an Enterprise Software background preferred.
• 2 Years demonstrated success in a Renewals, Inside Sales or Account Manager role with an Enterprise Software background preferred.
• Proven ability to work at a detailed level with multiple cross-functional internal stakeholders as well as the customer to drive renewals performance
• SaaS and Industrial / Enterprise Software background preferred
• Experience selling into the Utilities, Energy, Process, Pharma, Food and Beverage, Discrete or Transportation preferred

Desirable Experience

• Country/Industry/Domain Knowledge
• Experience using Salesforce preferred

Behaviors

• Ability to travel to customer sites is required
• Deep knowledge of the industries, trends, and issues to effectively leverage our domain experts and sales team to meet customers’ business goals and renewal objectives
• Good communication skills [written, verbal, and listening], personal tact and diplomacy, and excellent problem-solving skills are mandatory
• Work strategically to realize account retention and expansion goals; Sets and develops strategy

Commercial at AVEVA

Our Commercial team, comprised of over 2,000 dedicated colleagues, is the backbone of our customer relationships and business growth. From industry experts and solution architects to sales, support, success managers, and business operations, everyone shares a common goal: to deeply understand our customers' needs and deliver tailored solutions.

If you're passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team.

Find out more: https://www.aveva.com/en/about/careers/

AVEVA requires all successful applicants to undergo and pass a comprehensive background check before they start employment. Background checks will be conducted in accordance with local laws and may, subject to those laws, include proof of educational attainment, employment history verification, proof of work authorization, criminal records, identity verification, credit check. Certain positions dealing with sensitive and/or third party personal data may involve additional background check criteria.

AVEVA is an Equal Opportunity Employer. We are committed to being an exemplary employer with an inclusive culture, developing a workplace environment where all our employees are treated with dignity and respect. We value diversity and the expertise that people from different backgrounds bring to our business.

Come and join AVEVA to create the transformative technology that enables our customers to engineer a better world.