Channel Account Manager

AVEVA; Cambridgeshire and Peterborough; Hybrid; GBP 56,000 - 81,000; Full time

Job summary

AVEVA in Europe seeks a Channel Account Manager to expand and manage partner ecosystems across Northern and Southern Europe, driving partner sales and executing go-to-market strategies. Location options include Gallarate, Italy or Madrid, Spain.

The role requires strategic thinking, strong sales acumen, partner management experience, and MEDDPICC proficiency. The position involves partner selection, joint business planning, demand generation, coaching partner sellers, and maintaining strong

Qualifications

• Proven experience in managing complex channel and sales operations.
• Strong understanding of multi-level sales and MEDDPICC methodology.
• Domain knowledge in operations and engineering.
• Familiarity with AVEVA software relevant to channel business.
• Excellent communication skills in English and Italian, both written and verbal.

Responsibilities

• Scout, select, qualify, and disengage partners as needed.
• Review and approve partner business strategies, operations, and agreements.
• Lead joint business planning and annual plan sign-offs with partners.
• Engage with partner leadership and operational teams.
• Ensure partner competencies and certifications are current and relevant.
• Guide partners in multi-level sales activities to generate larger deals.
• Prospect new market segments and accounts in collaboration with partners.
• Apply AVEVA’s MEDDPICC methodology in sales engagements.
• Coach partner sellers on AVEVA’s sales methodology and behaviors.
• Share best practices across the partner community.
• Drive partners to meet sales targets across KPIs.
• Approve commercial, business, and legal partner requests.
• Manage forecasting, reporting, and sales pipeline reviews.
• Lead formal and informal sales calls and review meetings.
• Align partner marketing strategies with AVEVA campaigns.
• Propose and monitor regional marketing campaigns and demand generation.
• Engage with target audiences at events and conferences.

Skills

Channel management

Sales operations

MEDDPICC

Leadership

English-Italian communication

Job description

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.

We’re the first software business in the world to have our sustainability targets validated by the SBTi, and we’ve been recognized for the transparency and ambition of our commitment to diversity, equity, and inclusion. We’ve also recently been named as one of the world’s most innovative companies.

If you’re a curious and collaborative person who wants to make a big impact through technology, then we want to hear from you! Find out more at AVEVA Careers.

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Job Title: Channel Account Manager

Location: Gallarate, Italy or Madrid, Spain

Employment Type: Full-Time

The Job

As a Channel Account Manager at AVEVA, you will be responsible for expanding and managing our partner ecosystem across Northern and Southern Europe. Your mission is to drive partner sales, improve efficiency, and increase market share by executing AVEVA’s go-to-market strategies. This role requires a strategic thinker with strong sales acumen, partner management experience, and the ability to influence at multiple levels within partner organizations.

Key Responsibilities

Partner Management

• Scout, select, qualify, and disengage partners as needed.
• Review and approve partner business strategies, operations, and agreements.
• Lead joint business planning and annual plan sign-offs with partners.
• Engage with partner leadership and operational teams.
• Ensure partner competencies and certifications are current and relevant.

Prospect and Customer Engagement

• Guide partners in multi-level sales activities to generate larger deals.
• Prospect new market segments and accounts in collaboration with partners.
• Apply AVEVA’s MEDDPICC methodology in sales engagements.
• Coach partner sellers on AVEVA’s sales methodology and behaviors.
• Share best practices across the partner community.

Sales Management

• Drive partners to meet sales targets across key KPIs (fee types, net new business, product mix, etc.).
• Approve commercial, business, and legal partner requests.
• Manage forecasting, reporting, and sales pipeline reviews.
• Lead formal and informal sales calls and review meetings.

Marketing

• Align partner marketing strategies with AVEVA campaigns.
• Propose and monitor regional marketing campaigns and demand generation.
• Engage with target audiences at events and conferences.
• Ensure accurate lead follow-up and execution of promotions and incentives.

Business Management

• Draft and propose regional channel business plans.
• Conduct quarterly business reviews with partner and AVEVA leadership.
• Manage partner incentive plans and performance reporting.
• Resolve disputes, manage deal registrations, and handle cross-territory issues.
• Build and maintain strong relationships with all key partner contacts.

Essential Requirements

• Proven experience in managing complex channel and sales operations.
• Strong understanding of multi-level sales and MEDDPICC methodology.
• Domain knowledge in operations and engineering.
• Familiarity with AVEVA software, especially those relevant to channel business.
• Excellent communication skills in English and Italian, both written and verbal.
• Strong leadership, team collaboration, and coaching capabilities.
• Exceptional listening and probing skills to gather relevant insights.
• Strong organizational and networking abilities for cross-functional collaboration.

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/

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.