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Renewals Account Manager - II

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AVEVA is creating software trusted by over 90% of leading industrial companies.<br><br><strong>Salary Range:<br><br></strong><strong>This pay range represents the minimum and maximum compensation that the position offers, and final compensation can vary within the range depending on work location, job experience, skills, and relevant educational attainment and/or training.<br><br></strong>Renewals Account Manager<br><br>Location: US AVEVA office location<br><br><em>The Renewal Account Manager is responsible for executing larger, more complex or unique solutions renewals, as well as handling volume renewals during peak times for assigned markets and accounts. You engage with AVEVA sales teams and customers through a systematic process to achieve renewal quota and business metrics that focus on recurring business growth and retention of the existing customer base. You flourish and are energized in a <strong>fast-paced, changing environment.<br><br></strong></em><ul><li>Achieve sales-based renewal quotas and renewals objectives/metrics such as on-time renewals and escalated contract renewals </li><li>Weekly reporting to Management on renewals pipeline vs. target </li><li>Take ownership for an assigned renewals pipeline from first contact to close, including notifying customers of renewal, creating quotes, and closing renewal opportunities for accounts </li><li>Guide customers through licensing model transitions, including moving from perpetual licenses to subscription-based and SaaS solutions. Experience in driving multi-year agreements and may introduce new product offerings</li><li>Establish and drive trusted customer relationships and ensure timely escalation of issues through to resolution</li></ul><ul><li>Execute Renewal Close Plans to ensure revenue targets are achieved and forecasts are met</li><li>Stay up to date on AVEVA’s product offerings and sales methodologies through ongoing training.</li><li>Utilize Salesforce to efficiently manage and optimize your sales pipeline, track all customer interactions for transparency, and ensure accurate on time forecasting and reporting</li><ul><li>Build and maintain beneficial, positive relationships with customers and understand their requirements </li><li>Send renewal quotations and order forms to customers (including customer specific forms and documents that may be required), working closely with Contracts department to ensure accurate documents required by business are sent in conjunction with quotes </li><li>Build and maintain beneficial, positive relationships internally with Customer Success, Sales Account Managers and Channel Partners</li><li>Ensure that all renewals are quoted 90-120 days in advance to ensure renewals close on time </li><li>Manage the company CRM to a high degree of accuracy to ensure all activity is recorded and forecast data is accurate </li><li>Identify expansion opportunities to generate additional revenue (upsell/cross-sell) and transfer to the appropriate team to manage and maximize the opportunity<br></li></ul></ul>Other Duties may include;<br><br><ul><li>Support evolving renewal processes aimed at improving renewal efficiency and upsell/cross-sell to renewal customers </li><li>Accurate reporting on late renewals, renewal migration and churn including reasons for cancellation used for analysis </li><li>Assist Business with any other activity required to fulfill the role <br><br></li></ul><strong>Skills & Qualification<br><br></strong><ul><li>A background in Sales/Renewals in Enterprise Software ideal </li><li>Proven expertise in identifying and solving problems and developing pricing solutions that deliver value both to the customer and to AVEVA</li><li>Effectively manage multiple accounts and activities, maintaining momentum and customer satisfaction</li><li>Proven direct sales experience, including building relationships with and selling to the enterprise level (calling on VP Operations, CTO, CIO and other Executives)</li><li>Experience working with Salesforce preferred or equivalent CRM system </li><li>Knowledge and application of renewal processes, policies and pricing </li><li>Assertive, confident and clear communicator via email and video. Good listening skills along with personal tact and diplomacy required. </li><li>Highly detail oriented with the ability to manage opportunities, tasks and responsibilities</li><li>Extremely organized with the ability to prioritize and a super star at multi-tasking daily to meet monthly deadlines</li><li>Focus on customer satisfaction and delivering a quality renewal customer experience</li><li>You are able to put people first, working effectively with individuals and teams, customers and partners</li><li>Fluency in Spanish a definite asset in order to backup colleagues in Latam.<br><br></li></ul><strong>Experience<br><br></strong><ul><li>5 Years demonstrated success in a Technical Sales or Customer Success capacity with an Enterprise Software background preferred.</li><li>2 Years demonstrated success in a Renewals, Inside Sales or Account Manager role with an Enterprise Software background preferred.</li><li>Proven ability to work at a detailed level with multiple cross-functional internal stakeholders as well as the customer to drive renewals performance</li><li>SaaS and Industrial / Enterprise Software background preferred</li><li>Spanish language a definite asset in order to backup the Latam region<br><br></li></ul><strong>USA Benefits include:<br><br></strong>Flex work hours, 20 days PTO rising to 25 with service, three paid volunteering days, primary and secondary parental leave, well-being support, medical, dental, vision, and 401K.<br><br>It’s possible we’re hiring for this position in multiple countries, in which case the above benefits apply to the primary location. Specific benefits vary by country, but our packages are similarly comprehensive.<br><br>Find out more: aveva.com/en/about/careers/benefits/<br><br><strong>Hybrid working<br><br></strong>By default, employees are expected to be in their local AVEVA office three days a week, but some positions are fully office-based. Roles supporting particular customers or markets are sometimes remote.<br><br><strong>Hiring process<br><br></strong>Interested? Great! Get started by submitting your cover letter and CV through our application portal. AVEVA is committed to recruiting and retaining people with disabilities. Please let us know in advance if you need reasonable support during your application process.<br><br>Find out more: aveva.com/en/about/careers/hiring-process<br><br><strong>About AVEVA<br><br></strong>AVEVA is a global leader in industrial software with more than 6,500 employees in over 40 countries. 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.<br><br>We are committed to embedding sustainability and inclusion into our operations, our culture, and our core business strategy. Learn more about how we are progressing against our ambitious 2030 targets: sustainability-report.aveva.com/<br><br>Find out more: aveva.com/en/about/careers/<br><br>AVEVA requires all successful applicants to undergo and pass a drug screening and 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.<br><br>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. AVEVA provides reasonable accommodation to applicants with disabilities where appropriate. If you need reasonable accommodation for any part of the application and hiring process, please notify your recruiter. Determinations on requests for reasonable accommodation will be made on a case-by-case basis.

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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