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Job Title: Business Development Manager, Engineering (Marine)
Location: Seoul, or Tokyo
Employment: Regular, full time, hybrid work arrangement
Job Purpose
As a Marine Business Development Manager, you will motivate & support existing regional sales teams to identify and develop new marine business opportunities associated with an assigned product portfolio.
The overall objectives of this role are to:
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Provide relevant domain knowledge and expertise to help the Sales Team identify, qualify and (as appropriate) help close new marine business for AVEVA.
Key Interactions
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Marine Customers – Marine End Users
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Engineering Customers
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AVEVA local Sales Leadership
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AVEVA Sales Team members (Account Managers) in assigned Region
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AVEVA Partner/ Channel team members, including SE Segment Teams
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AVEVA Business Development Leadership
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AVEVA Technical/ Pre-Sales Consultants
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AVEVA Regional Marketing
KPIs
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New Marine Business Pipeline growth as measured from AVEVA CRM system [Salesforce]
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Adding value to the Regional Sales Team by helping to close new marine business opportunities
Core Competencies Required
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Deep domain and marine industry knowledge to the related products and their markets including competition.
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Excellent communication and presentation skills in internal and customer facing engagements
- Ability to support value propositions by providing benchmarks and benefit estimations
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Self-driven, pro-active individual who could support lead generation and conversion to new pipeline
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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.
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Strong organizational and time management skills, ability to work and collaborate within a team
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Fluency in English language, oral and written
Additional Competencies
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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:
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Design rework and system integration challenges
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Configuration inconsistency across hull class
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Limited digital continuity from design through MRO
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Regulatory and compliance inefficiencies and translate these into a clear, compelling PLM-driven value proposition
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Deep 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.
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Excellent communication and presentation skills in both internal and customer-facing engagements, with the ability to effectively engage naval architects, marine engineers, shipyard operations teams, and executive stakeholders.
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Ability to communicate with senior executives (shipyard leadership, asset owners, naval program offices) in the business language of:
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Program cost, schedule, and risk
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Fleet readiness and lifecycle optimization
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Digital transformation and operational efficiency
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Ability to articulate business transformation within marine organizations, including:
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Transition to a digital thread and digital twin
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Integration of engineering, production, and sustainment data
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Modernization of shipyard and fleet lifecycle processes
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Improved configuration and change management
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Ability to support value propositions using marine-specific benchmarks, including:
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Reduction in engineering rework and change-orders
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Improved production efficiency (block construction, outfitting)
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Reduced lifecycle costs and downtime
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Increased compliance efficiency (ABS – American Bureau of Shipping, DNV – Det Norske Veritas, NAVSEA – Naval Sea Systems Command, or IMO – International Maritime Organization)
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Self-driven and proactive individual capable of identifying, developing, and converting opportunities across:
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Shipyards and EPC organizations
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Naval and Defence programs
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Offshore operators and asset owners
with a focus on fleet-wide (hull class) and lifecycle-based opportunities
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Thought leader in marine and naval sales engagements, able to drive:
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Competitive differentiation of PLM solutions
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High-level digital transformation discussions
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Alignment between technical engineering teams and executive stakeholders
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Ability to clearly explain technical differentiation in a marine context, including:
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Multi-disciplinary system integration
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Configuration management across vessel lifecycle
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Digital twin and lifecycle analytics
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Integration with shipyard systems (CAD – Computer-Aided Design, ERP, – Enterprise Resource Planning MES – Manufacturing Execution System)
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Ability to challenge customers and reframe perspectives, particularly in:
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Shifting from document-centric to data-centric workflows
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Breaking down silos between design, build, and sustainment
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Adopting lifecycle-based thinking vs. project-based execution
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High level of collaboration centered around advanced sales cycles with the ability to:
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Manage long and complex marine sales cycles
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Coordinate across global teams and stakeholders
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Support multiple concurrent strategic engagements
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Internal engineering, product, and delivery teams
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External partners (OEMs, system integrators, suppliers)
Work Experience and Education
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A minimum of 10 years’ experience in Business Development/ Account Management within a technology software environment
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Demonstrated experience of consistently meeting sales targets and objectives
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Demonstrated experience in C-level selling
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Demonstrated experience in Solution selling
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Understanding of enterprise business systems application, commercial law, tender evaluation and quote preparation
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Qualifications in business management, engineering science discipline and/or significant computer science exposure is desirable.
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/
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.
