Job Title:  Business Development Manager – Engineering

Location: China

Employment Type: Full-time

The job  

The overall objectives of this role are to provide relevant domain knowledge and subject matter expertise to help the Sales Team identify, qualify and (as appropriate) help close new Engineering business for AVEVA.

As Engineering Portfolio Business Development Manager, you will motivate & support existing regional sales teams to identify and develop new plant and marine business opportunities associated with an assigned product portfolio.

Key Interactions 

• Plant Engineering Customers – Owner Operator End Users and EPC Design Companies

• Marine Engineering Customers – Marine End Users

• AVEVA local Sales Leadership

• AVEVA Sales Team members (Account Managers) in assigned Region

• AVEVA Partner/ Channel team members, including SE Segment Teams

• AVEVA Business Development Leadership

• AVEVA Technical/ Pre-Sales Consultants

• AVEVA Regional Marketing

Competencies Required

• Fluency in English language, oral and written

• Deep engineering domain / industry knowledge within Plant Engineering and Marine Engineering to the related products and their markets including competition.

• Excellent communication and presentation skills in internal and customer facing engagements​

• Ability to support value propositions by providing benchmarks and benefit estimations

• Self-driven, pro-active individual who could support lead generation and conversion to new pipeline

• Thought leader in sales engagements driving the competitive value proposition as well as the high-level technical conversation with the customer​

• Strong team building and thought leadership capabilities including leading teams on demand or integrating in existing customer engagement or opportunity teams​

• Ability to explain the technical competitive advantage and differentiation of the solution.

• Strong organizational and time management skills, ability to work and collaborate within a team

• Understanding of industry trends and market dynamics and utilizing this understanding in the context of AVEVA’s strategy and products to define sales and marketing campaigns.​

• Understanding and execution of white-space analysis in markets and accounts to identify targets for program-driven sales engagements.​

• Ability to identify and articulate customer pain points specific to marine programs, including:

  • Design rework and system integration challenges

  • Configuration inconsistency across hull class

  • Limited digital continuity from design through MRO

  • Regulatory and compliance inefficiencies and translate these into a clear, compelling value proposition

• Marine domain knowledge across shipbuilding, offshore, and naval programs, including vessel lifecycle phases (concept, design, build, integration, sustainment) and a strong understanding of the competitive landscape within marine engineering and PLM solutions.

• Plant engineering domain knowledge across greenfield, brownfield capital project programs, including capital project phases (concept, FEED, detailed design, construction, commissioning, handover into Operations) and a strong understanding of the competitive landscape within the market

• Excellent communication and presentation skills in both internal and customer-facing executive stakeholders.

• Ability to articulate business transformation within plant and marine markets,

• Ability to support value propositions using plant and marine specific benchmarks

• Self-driven and proactive individual capable of identifying, developing, and converting opportunities

• Ability to clearly explain technical differentiation in a marine context

• Ability to challenge customers and reframe perspectives, particularly in:

  • Shifting from document-centric to data-centric workflows

  • Breaking down silos between design, build, and operate

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/