Job Description

AVEVA is creating software trusted by over 90% of leading industrial companies.
Job Profile: Senior Sales Account Manager - Marine Segment

Location: India

Reporting To: Sales Director - India



ROLE PURPOSE-

The Senior Account Manager - Marine is a senior sales leadership role responsible for driving AVEVA's growth across the Marine & Shipbuilding ecosystem, including commercial shipyards, defense shipyards, offshore yards, marine OEMs, and design houses.



The role focuses on platform-led, lifecycle-based selling, positioning AVEVA as the digital backbone for marine design, shipbuilding, production, and lifecycle asset management.



KEY RESPONSIBILITIES-



Sales Leadership & Strategic Ownership

Act as a sales leader for the Marine segment, setting best practices in strategic and platform-led selling. Contribute to Marine market and industry strategy aligned to India and global priorities. Mentor junior sellers and extended teams across complex pursuits.


Market, Industry & Account Strategy

Develop insight into marine and shipbuilding market dynamics, defense programs, and competitive landscape. Define and execute account strategies aligned to shipbuilding pipelines, refit programs, and lifecycle modernization initiatives. Identify strategic pursuits and whitespace opportunities.


Market Development & Revenue Growth

Own and grow assigned Marine accounts or territory. Drive new logo acquisition and platform-based expansion. Deliver against committed orders, revenue, and pipeline objectives.


Marine Engineering, PLM & Digital Shipbuilding Focus

Drive adoption of AVEVA's Marine and PLM software portfolio including:

- Marine 3D design and production engineering

- Product Lifecycle Management (PLM) and engineering data management

- Configuration, change management, and digital continuity

- Digital twin and lifecycle asset information management

Enable shipyards to move from drawing-based processes to integrated digital shipbuilding platforms.


Opportunity & Deal Management (MEDDPICC)

Apply MEDDPICC across all significant opportunities. Identify Economic Buyers, Champions, and buying processes. Lead deal strategy, commercial negotiations, and closures.


Defense, PSU & Strategic Engagement

Navigate Defense PSU and Government Shipyard procurement environments. Ensure compliance with tendering, security, and governance processes.


Partner & Ecosystem Alignment

Work with marine system integrators, ship design firms, and partners. Align with AVEVA global Marine teams and technology alliances.


Executive Relationships & Governance

Build trusted relationships with shipyard CXOs, design, production, and digital leaders. Act as a strategic advisor on digital shipbuilding, PLM adoption, and lifecycle optimization. Maintain pipeline discipline, CRM hygiene, and ONE AVEVA compliance.


KNOWLEDGE, SKILLS & EXPERIENCE-

12-15+ years of enterprise sales or account management experience. Strong Marine, Shipbuilding, Offshore, or Defense domain exposure. Strong understanding of Marine engineering software, PLM platforms, and digital shipbuilding concepts. Proven experience selling enterprise software or digital platforms. Strong executive presence and strategic selling skills.


QUALIFICATIONS-

Bachelor's degree in Engineering, Naval Architecture, Technology, or 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/
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.