Account Manager - Marine industry

AVEVA is a global leader in industrial software. 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.

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Location: Shanghai / Beijing / Guangzhou

Employment Type: Full-time

The Job

We are looking for an experienced and results-driven Account Manager to drive business growth and manage customer relationships within the Marine industry in China.

The role covers a broad range of customers across the marine value chain, including shipyards, ship design institutes, shipping companies, offshore engineering companies, and related upstream and downstream businesses.

The ideal candidate will have a solid understanding of the Marine industry, strong business development capabilities, and experience in enterprise solution selling. The successful candidate will be responsible for identifying new business opportunities, expanding customer relationships, and promoting AVEVA's software and digital solutions to support customers' business needs.

Key Responsibilities

• Own and achieve assigned sales targets and quotas within the Marine industry.
• Develop and execute industry business development strategies, identify growth opportunities, establish scalable business models, and manage strategic account plans.
• Develop and maintain customer relationships across the marine value chain, including shipyards, ship design institutes, shipping companies, offshore engineering companies, and related upstream and downstream businesses.
• Understand customer business requirements and industry trends, working closely with internal technical and solution teams to deliver value-driven software and digital solutions.
• Build, develop, and maintain a strong network of industry partners to support business expansion.
• Collaborate with the marketing team to plan and execute industry-focused marketing activities, strengthen market presence, and generate sales opportunities.
• Manage the end-to-end sales cycle, including prospecting, opportunity development, solution positioning, commercial negotiations, contract closure, and payment collection.
• Ensure compliance with company sales policies, contractual requirements, and internal processes, while providing accurate sales forecasts and timely business updates to management.

Essential Requirements

• Minimum 5 years of enterprise sales or business development experience, preferably within the Marine, Shipping, Offshore Engineering, or related industries.
• Good understanding of the marine value chain, with relevant customer relationships or sales experience involving shipyards, ship design institutes, shipping companies, offshore engineering companies, or related upstream and downstream businesses preferred.
• Experience in selling industrial software, engineering and design software, enterprise software, or digital solutions is preferred.
• Proven sales track record with demonstrated capabilities in new business development, complex solution selling, commercial negotiations, contract management, and payment collection.
• Strong industry awareness, customer engagement skills, and the ability to identify business opportunities and develop long-term customer relationships.
• Familiarity with CRM tools and structured sales methodologies, preferably MEDDPIC.
• Excellent communication, interpersonal, and cross-functional collaboration skills.
• English reading, writing, and business communication skills are preferred.

Desired Skills

• A proactive, self-motivated professional with high energy, independence, and a strong business development mindset.
• Results-oriented, with the ability to manage multiple sales opportunities and priorities effectively.
• A quick learner who adapts well to a fast-paced environment and can rapidly understand new products, technologies, and customer requirements.
• Strong stakeholder management skills and the ability to collaborate effectively across internal and external teams.
• Alignment with AVEVA's core values of Impact, Aspiration, Curiosity, and Trust.

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/ 

船舶与海工行业销售经理

工作地点： 上海 / 北京 / 广州

工作类型： 全职

职位概述

我们正在寻找一位具有丰富行业经验及业务拓展能力的销售经理，负责 AVEVA 在中国船舶与海洋工程行业的市场拓展、客户关系管理及销售业务增长。

目标客户涵盖船厂、船舶设计院、航运公司、海洋工程企业，以及船舶与海工产业链相关的上下游企业。

理想候选人应熟悉船舶与海工行业的业务特点，具备良好的客户资源、解决方案销售能力及业务拓展经验，能够识别客户需求，推动 AVEVA 软件及数字化解决方案的应用，建立长期、可持续的客户合作关系。

主要工作职责（Key Responsibilities）

• 负责指定船舶与海工行业客户的销售业务，完成年度销售目标及业绩指标。
• 制定并执行行业业务发展计划，识别市场机会，建立可复制的行业业务拓展模式，并制定及管理重点客户计划。
• 开发和维护船舶与海工行业客户资源，包括船厂、船舶设计院、航运公司、海洋工程企业及产业链上下游相关企业。
• 深入理解客户业务需求及行业发展趋势，与内部技术及解决方案团队合作，为客户提供具有业务价值的软件及数字化解决方案。
• 开拓和维护行业合作伙伴网络，推动生态合作及业务增长。
• 与市场团队协作，策划并推动行业市场活动，提升品牌影响力及潜在商机转化。
• 管理销售机会及销售流程，包括客户开发、商机跟进、方案沟通、商务谈判、合同签订及回款管理。
• 熟悉并遵守公司销售政策、合同管理及内部业务流程，及时向管理层提供准确的销售预测和业务进展信息。

任职要求（Essential Requirements）

• 具有 5 年及以上企业级客户销售或业务拓展经验，有船舶、航运、海洋工程或相关行业销售经验者优先。
• 熟悉船舶与海工产业链，具备船厂、船舶设计院、航运公司、海洋工程企业或上下游相关企业客户资源及销售经验者优先。
• 具有工业软件、工程设计软件、企业级软件或数字化解决方案销售经验者优先。
• 具有良好的销售业绩记录，具备独立开发客户、推进复杂销售项目、商务谈判及合同管理的能力。
• 具备良好的行业洞察力和客户需求分析能力，能够识别业务机会并建立长期客户关系。
• 熟悉 CRM 等销售管理工具，了解 MEDDPIC 等销售方法论者优先。
• 具备良好的沟通表达、跨团队协作及客户关系管理能力。
• 具备一定的英语读写和工作沟通能力者优先。

优先考虑的能力与素质（Desired Skills）

• 积极主动，具备较强的自我驱动力、独立工作能力和业务开拓精神。
• 结果导向，能够合理管理多个销售机会及业务优先级。
• 具备良好的学习能力及适应能力，能够快速理解新产品、新技术和行业需求。
• 善于协调内外部资源，与不同团队及利益相关方建立有效合作。
• 认同 AVEVA 以影响力、进取心、好奇心和信任为核心的企业文化。

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.