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Job Title: Presales Consultant | Asset Information Management

Location:  Italy

Employment Type: full-time permanent

​The job  

As a Presales Consultant, you will be responsible for providing the technical and industry knowledge to help the direct sales and partner organization generate and develop new business opportunities.

You will act as a trusted advisor, owning the technical sales agenda and providing presales consultancy to identify critical solutions that delivers the value required to meet new logo prospects and existing customer’s needs.

The Presales Consultant is a highly visible member of the organisation, key contributor to the growth of the business in Southern EU and within the region, it will allow you to influence the way customers leverage our products and technologies, as well as to enhance product roadmap, through a close interaction with product management and portfolio.

The role also implies frequent collaboration with marketing, adoption team, customer support and services, contributing to internal/external events to increase AVEVA brand awareness, creating new business pipeline and customer expansion through up-sell and cross-sell opportunities.

Key responsibilities 

• Enable Asset Information Management and CONNECT business growth through both direct and channel sales.
• Validate the qualification of customer opportunities with the sales team.
• Plan and facilitate discovery and technical workshops, engaging with prospects to understand specific needs/problems, identifying the appropriate technical solutions.
• Contribute to the planning, development and delivery of presentations, demonstrations, RFX response, Proof of value and content proving the value of our technical solutions to customers specific needs/problems.
• Deliver story-driven demonstrations that showcase the broad scope of AVEVA AIM and CONNECT industrial platform, including new and related emerging technologies (Cloud, IoT, SaaS, Analytics, AI and ML).
• Lead/contribute to customer opportunities including AVEVA AIM and/or CONNECT, also in synergy with other AVEVA products, collaborating with other presales consultants / architects, product managers and R&D to deliver on customer’s technical requirements and value.
• Actively engage in the Community of Practice related to the area of expertise, influencing demo content enhancements and contributing to product/domain knowledge enablement for the AVEVA and partners community.
• Partner with Field Sales, Product Sales, CSMs and Partners (SE, Distributors, SIs, Technology Partners) to develop new logos, maintain key customer relationship and contributing to strategies for expanding the customer base (account plans/review).
• Partner with marketing, industry principals, product sales, and sales to refine our value proposition and sales approach on customer opportunities and pipeline strategy.
• Collaborate with the cross-functions (Delivery, Tech Support, Incubation, Adoption, Deal Desk etc.) to recommend solutions’ architectures and deployment/services coherent with our product guidelines and capabilities during the presales stage, and ensuring that post-sales implementation is aligned with the proposed technical solution.
• Communicate the value proposition of our solutions to prospects and existing customers at user’s conferences, industry events, regional seminars and other events.
• Contribute to producing customer case reference stories for marketing and presentation purpose.
• Travel for in-person meetings with customers, partners and AVEVA offices to develop key relationships.

Essential skills and qualifications 

• 5+ years of Presales experience in industrial software business
• Master’s degree or + in Computer Science, Engineering, or related technical discipline
• English (+ one among French or Italian) excellent verbal/written communication skills
• Demonstrate wide and deep knowledge of AVEVA Asset Information Management or similar technologies and CONNECT industrial platform.
• Experience on class library (CIFHOS, ISO 15926), Information Management and Digital twin preferred
• Knowledge in computer programming, SQL Server, WEB Server and cloud solutions preferred
• Interest in technical aspects and understanding customer requirements within multiple industries
• Passionate about technology with deep software knowledge of applicable AVEVA products and natural attitude in sharing best practices with the ecosystem
• The ability to work alone or collaborating in a team, in a complex work environment
• Have a track record of supporting customer opportunities in presales, post-sales product support or delivery phases
• Experience presenting, demonstrating, and handling technical sales engagements, selling software solutions to customers Engineering, Operations, Data & AI, Maintenance and/or Digital/Innovation teams, with both technical and management audiences
• Proven experience with technical proposals, hands-on develop and present proof of value demos
• The ability to effectively self-manage and handle multiple, potentially competing commitments at the same time
• Well-versed in using Salesforce, complying with overall sales process and metrics
• Experience with specific sales methodologies; MEDDPICC and Challenger Sale is a plus
• Ability to travel, up to 40%

AVEVA is an equal opportunity employer. We are committed to being an exemplary employer with an inclusive culture and developing a workplace environment where all our employees are treated with dignity and respect. We value diversity and the expertise that people from diverse backgrounds bring to our business. Come join AVEVA to create transformative technology that enables our customers to engineer a better world.

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.