Job Title: Channel Account Manager

Location: Frankfurt - Hyrbid

Employment Type: Full-time 

The job  

In this pivotal role, you will be responsible for building & shaping our value-added partnerships (VARs) in the DACH region to grow our subscription business for PI, Analytics and Connect.

You will work closely with the local Sales, Partner Marketing- and Technology functions as well as leadership (internal & external) to identify & acquire the right partners, develop and execute Go-To-Market strategies, help your partners drive new business opportunities and jointly land key customer wins.

This role requires a strategic thinker with strong sales acumen, partner management experience, and the ability to influence at multiple levels within partner organizations.

Key responsibilities 

• Identification & acquisition of new value-added resellers to grow the PI, Analytics and Connect business - focus is on incremental recurring revenues
• Develop & execute strategic partner business plans, ensuring that joint business goals are committed & met, key stakeholders are aligned, resources are mobilized, and top opportunities & accounts are jointly pursued.
• Create scalable & repeatable initiatives, focusing on winning new customers and growing our subscription revenues
• Develop & own your 360° partner business relationships up to executive levels.
• Work with the Enablement Team, ensuring partner readiness & drive certifications.
• Able to deliver the key value propositions of AVEVA's portfolio and educate your partners of our value in the context of their market goals.
• Work closely with AVEVA's Marketing- and Events team, drive co-marketing plans with your partners, coordinating and participating in joint activities & events.
• Leverage modern seller tools to maintain account hygiene, sales forecasts and progress reporting on the regionally defined scope of work
• Support your partners in all aspects of business operations to ensure that AVEVA is easy to do business with.​

Essential requirements 

• Fluency in German and English – both written and verbal to a minimum level of C1
• Extensive experience in strategic partner acquisition & management for high value, complex solutions and a high business impact.
• Strong leader, who is creative, with the ability to think big but also knows when to act pragmatically to achieve results.
• Strong analytical capabilities to measure business opportunity & performance and ability to quickly make smart data-driven business decisions.
• Excellent communication-, listening- and cross-collaboration skills, with the ability to influence senior executives and leaders, both internally and externally Strong team player, who is ready to help others and enjoys supporting / leading cross-functional v-teams to drive additional impact.

Desired skills 

• Domain knowledge in operations and engineering.
• Familiarity with AVEVA software, especially those relevant to channel business.

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/