Account Manager - Italy

Aveva Group; Catania; In loco; EUR 90.000 - 130.000; Tempo pieno

Descrizione del lavoro

AVEVA seeks a seasoned Enterprise Sales professional to drive growth in Italy's Energy & Utilities sector. You will expand strategic accounts, win new logos and manage multi-stakeholder cycles from discovery to close with value-based selling and ROI-focused business cases.

You will engage senior leaders across Ops, IT/OT, and C-level, advocating AVEVA’s industrial data platform offerings. Travel across Italy is expected to support growth and relationship building.

Competenze

• 5+ years in enterprise software sales within industrial sectors.
• Proven track record closing multi-million deals.
• Experience using MEDDPICC qualification framework.
• Fluent Italian and English in professional settings.
• Willingness to travel across Italy.

Mansioni

• Grow strategic accounts and expand footprint across plants and business units.
• Win new logos with a clear industry point of view.
• Own complex end-to-end enterprise sales cycles from discovery to close.
• Engage executives and leaders across Ops, IT/OT, and C-level.
• Position AVEVA’s Ops & Industrial Intelligence portfolio with ROI-backed cases.
• Maintain pipeline discipline and MEDDPICC-based qualification.

Conoscenze

Strategic account growth

New logos

Value-based selling

MEDDPICC qualification

Executive engagement

Fluent Italian

English proficiency

Travel willingness

Industrial data platforms

Descrizione del lavoro

In this role you will drive growth across Italy’s Energy & Utilities sector, expanding strategic accounts and winning new logos. You’ll manage complex, multi-stakeholder sales cycles, positioning AVEVA as a partner for industrial data, operations transformation, and sustainability. Expect to lead value-based discussions that link AVEVA capabilities to measurable outcomes like reliability and efficiency, while collaborating across teams to close high-value software deals. This is an opportunity to shape the growth of AVEVA’s industrial data platform footprint in a dynamic market.

• Grow strategic accounts: expand footprint across plants and business units; identify whitespace and execute cross-sell/upsell plays
• Win new logos: qualify and progress opportunities with a clear industry point of view
• Own complex enterprise sales cycles end-to-end: discovery to close with value-based selling and ROI-focused business cases
• Engage executives and operational leaders: build trusted relationships across Ops, IT/OT, and C-level
• Position AVEVA’s Operations & Industrial Intelligence portfolio: understand challenges in data management, analytics, and optimization
• Pipeline, qualification & forecast discipline: maintain healthy pipeline and MEDDPICC-based qualification
• Proven track record in enterprise software/complex solution sales in industrial environments
• Strong experience in Energy & Utilities (power generation, renewables, utilities, multi-utilities)
• Ability to expand existing accounts and deliver net-new revenue with structured strategies
• Experience selling via value/outcomes and building business cases
• Experience navigating multi-stakeholder, high-value sales cycles (procurement/legal)
• Confidence engaging senior technical, operational and business stakeholders
• High ownership, autonomy, and strong territory discipline
• Fluent Italian and English
• Willingness to travel across Italy
• ownership
• autonomy
• relationship-building
• Experience with industrial data platforms/historians
• Industrial IoT, analytics, APM