Senior Account Manager

• Reporting To: Sales Director India

ROLE PURPOSE

The Senior Account Manager EPC is a senior sales leadership role responsible for driving AVEVAs 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 AVEVAs 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

• Bachelors degree in Engineering, Technology, Business, or Information Systems
• Background in Infrastructure, Energy, Chemicals, Power, Water, or Heavy Engineering preferred