Product Sales Specialist

ABOUT THE ROLE

Drives Unified Operations Centre (UOC) sales with a primary focus within the PI customer base within the region. Motivates & supports existing PI Account Managers to identify and develop UOC opportunities. Identify and engage all relevant stakeholders, from site to HQ.

Background/Selling Environment:

• AVEVA UOC (Unified Operations Centre) is a solution that can only be sold based on business value and unlike selling a product that addresses a defined pain point or business need, it is not easily translated to an ROI
• Target customers may not be looking for a UOC solution as they may not be aware such an offer exists that will allow them to unify their various decision support systems within a single pane of glass to unveil additional value that was previously less visible.
• Some of these customers may already have central monitoring facilities, many with PI Vision video walls, so identifying business value will require trust and a consultative approach
• To accelerate this growth, it is imperative that we establish alliances and partnerships with market experts in the form of strategic alliances and integration partners.

Responsibilities:

• Create & own the go-to-market strategy for UOC for the region
• Harmonize go to market strategy with the regional Operations VP’s overall strategy
• Advise each market VP on the activation of agreed, regional go to market strategy
• Ensure that sales enablement is effective and address any gaps as necessary
• Drive demand by industry vertical in conjunction with relevant Industry Principal
• Align with regional marketing teams in demand generation activities (conferences, webinars, etc)
• Account identification/planning:
• Coach and/or assist Account Managers to identify and validate potential UOC opportunities
• Support Account Managers during account planning where opportunities exist
• Engage the appropriate Industry Principal for opportunity development (develop vision)
• Ensure that sales collateral being used by the sales team are current and relevant
• Collaborate closely with local Account Managers throughout the UOC sales cycle:
• Lead sales approach (quick wins, phased value gains, program journey, etc)
• Facilitate engagement of Industry Principals, Business Value Consultants, Pre-sales & Global practice team when required
• Lead/facilitate customer workshops if required
• Coach pre-sales with sales demo and presentation strategy
• Assure the success of each opportunity:
• Help Account Managers price the UOC software and other AVEVA and/or PI products
• Assist in the pricing negotiations and facilitate approvals for concessions, etc
• Lead the project execution strategy decisions (Direct, Partner, Hybrid)
• Work with delivery and/or partners on delivery quotations
• Work with delivery on agreed project governance and execution plans
• Collaborate with and support other regional UOC Sales to foster sales best practice
• Generate/negotiate customer references
• Proactively use each sales opportunity to drive new customer case studies
• Seek customer’s involvement in events like AVEVA PI World, conferences, etc
• Identify & develop potential partnership & alliance
• Identify potential partners to deploy UOC technology & work with the Partner team to enable them

Required Skills:

• Enterprise-level sales of operations management software (ISA-95 levels 2 & 3)
• Deep understanding of industrial businesses and market forces
• Strong knowledge in Industrial IoT and industrial software trends
• Proven experience in selling to CIO, COO, and CDO levels
• Workshop facilitation and/or consultative sales
• 10+ years B2B solution sales experience in one or more of the following:
• Oil & Gas value stream (upstream, midstream, downstream, distribution/retail)
• Power Utilities (Generation, transmission, distribution, renewables, DER)
• Water Utilities (Bulk & Retail)
• Mining & Metals (Extraction, Processing, Smelting, Refining, Fabrication)
• Chemicals processing and manufacturing
• Alliance and Channel sales experience: sell through opportunity development
• Specifiers and client representatives
• Consultants (e.g. IT & digital transformation consultants)
• IT & OT Systems Integrators
• Strong preferences:
• Knowledge of Industrial Automation technologies
• Information Technologies like Cloud Analytics, AI, ML, ERP, BPM, etc
• Marketing and demand generation methods like ABM & Digital campaigns
• Public and conference speaking/presentation experience
• Language: 
• English fluency as the role deals with APAC countries; Mandarin is a plus, to help colleagues/peers in China