Senior Account Manager

AVEVA is creating software trusted by over 90% of leading industrial companies. Job profile : Senior Sales Account Manager – EPC Segment Location : India (preferably Bangalore/Mumbai) Reporting To : Sales Director – India ROLE PURPOSE The Senior Account Manager – EPC is a senior sales leadership role responsible for driving AVEVA’s growth across Engineering, Procurement & Construction (EPC) organizations in India. The role owns named strategic EPC accounts or territory and is accountable for orders, revenue, pipeline creation, and long-term strategic account expansion. A critical aspect of this role is orchestrating influence across EPCs and Owner-Operators, ensuring AVEVA is positioned early and consistently across the full project and asset lifecycle. The role also contributes to shaping EPC market and industry strategy for India. KEY RESPONSIBILITIES- Sales Leadership & Strategic Ownership • Act as a sales leader for the EPC segment, setting benchmarks for enterprise selling and deal rigor. • Contribute to EPC market and industry strategy aligned to India and global priorities. • Mentor extended teams across complex, multi-stakeholder pursuits. Market, Industry & Account Strategy • Develop deep understanding of EPC and Owner-Operator market dynamics, capital investment cycles, and engineering workflows. • Define and execute account strategies aligned to EPC order books, project pipelines, and Owner-Operator digital standards. • Identify whitespace opportunities across design, build, and operate lifecycle phases. Account Management & Revenue Growth • Own and grow strategic EPC accounts, driving new logo acquisition and expansion. • Deliver against committed orders, revenue, and pipeline objectives. • Build and execute multi-year account plans. EPC – Owner Operator Lifecycle Engagement • Engage EPCs and Owner-Operators at FEED, Basic and Detailed Engineering stages. • Position AVEVA as the digital continuity platform across engineering, execution, commissioning, and operations. • Ensure alignment between EPC delivery and Owner-Operator outcomes. Engineering & Design Software Focus • Drive adoption of AVEVA’s engineering and design software portfolio including: – Process simulation and conceptual design – P&ID, piping, electrical, instrumentation and 3D plant design – Engineering data management and design collaboration • Enable EPC standardization on AVEVA tools across disciplines and project phases. Opportunity & Deal Management (MEDDPICC) • Apply MEDDPICC rigor across all qualified opportunities. • Identify Economic Buyers, Champions, decision and procurement processes. • Lead deal strategy, pricing, negotiations, and closures. Cross-Functional Collaboration • Lead collaboration across presales, industry SMEs, product specialists, marketing, services, and partners. • Align AVEVA engineering, application, and lifecycle portfolios into a unified value proposition. • Coordinate with global AVEVA teams on multinational EPC accounts. Partner & Ecosystem Engagement • Work with system integrators, engineering consultants, and ecosystem partners. • Drive clarity of roles and alignment across large project pursuits. Executive Relationships & Governance • Build trusted relationships with EPC CXOs, Project Directors, Engineering Heads, and Owner-Operator leadership. • Act as a strategic advisor on digital project execution and asset lifecycle optimization. • Maintain pipeline discipline, CRM hygiene, and ONE AVEVA compliance. KNOWLEDGE, SKILLS & EXPERIENCE • 15+ years of enterprise B2B sales or account management experience. • Strong EPC and Owner-Operator domain exposure. • Strong understanding of EPC engineering workflows and design tools (process, piping, electrical, instrumentation, 3D). • Proven ability to manage complex, multi-party deal structures. • Strong executive presence, strategic thinking, and negotiation skills. • Ability to lead cross-functional teams in a matrix organization. QUALIFICATIONS • Bachelor’s degree in Engineering, Technology, Business, or Information Systems. • Background in Infrastructure, Energy, Chemicals, Power, Water, or Heavy Engineering preferred. 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/ India Benefits include: Gratuity, Medical and accidental insurance, very attractive leave entitlement, emergency leave days, childcare support, maternity, paternity and adoption leaves, education assistance program, home office set up support (for hybrid roles), well-being support 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. Find out more: aveva.com/en/about/careers/benefits/ Hybrid working 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. Hiring process 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. Find out more: aveva.com/en/about/careers/hiring-process About AVEVA 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. 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/ Find out more: aveva.com/en/about/careers/ 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. 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.