Account Manager - Italy

Aveva; Conscenti; Hybrid; EUR 90,000 - 140,000; Full time

Job summary

AVEVA cerca un Account Manager per l’energia e le utilities in Italia. Il ruolo guida lo sviluppo di opportunità in un contesto multi-stakeholder, creando piani account e negoziando contratti complessi per soluzioni industriali e software.

Combinando azioni di vendita con una chiara value proposition, si costruiscono business case che migliorano affidabilità, efficienza e sostenibilità. Richiesta flessibilità di viaggio e disponibilità a operare in un contesto ibrido.

Qualifications

• Proven track record in enterprise software / complex solution sales in industrial environments.
• Strong experience in Energy & Utilities (power gen, renewables, utilities, multi-utilities).
• Demonstrated ability to expand existing accounts and deliver net-new revenue through structured account strategies.
• Ability to sell via value/outcomes and business cases, not only relationships.
• Experience navigating multi-stakeholder, high-value sales cycles (including 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 as required.

Responsibilities

• Build and execute account plans to expand footprint across plants, assets, sites, and business units.
• Identify and convert whitespace through cross-sell/upsell and enterprise standardization plays.
• Deepen relationships beyond single projects to create multi-year growth and executive sponsorship.
• Drive renewals/expansion motions in collaboration with Customer Success (as applicable).
• Identify, qualify, and progress new opportunities in the Italian E&U market.
• Position AVEVA as the partner of choice for industrial data and operations transformation.
• Lead opportunities from discovery through close in multi-stakeholder environments.
• Build business cases around asset performance, reliability, operational efficiency, energy optimization, and ROI.

Skills

Enterprise software sales

Energy & Utilities experience

Account expansion

Value-based selling

Multi-stakeholder negotiation

Executive engagement

Territory ownership

Bilingual Italian/English

Willingness to travel in Italy

Job description

Home Office (Italy)

La preghiamo di leggere attentamente le informazioni contenute in questo annuncio di lavoro per comprendere esattamente cosa ci si aspetta dai potenziali candidati.

Full time

R014891

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.

Job Title: Account Manager - Energy & Utilities - Italy

Location: Gallarate, Italy - hybrid or Home Based (Italy)

Employment Type: Full time

The role

AVEVA is hiring an high-impact Account Manager to drive growth across Italy's Energy & Utilities sector (power generation, renewables, utilities and multi-utilities). This role is designed for a seller who can expand strategic accounts while also creating new opportunities and winning new logos.

You will lead complex, multi-stakeholder sales cycles and position AVEVA as a strategic partner for industrial operations, industrial data infrastructure, and digital transformation - helping customers turn operational and asset data into measurable outcomes like higher reliability, improved performance, efficiency, and sustainability.

Key responsibilities

• Build and execute account plans to expand footprint across plants, assets, sites, and business units
• Identify and convert whitespace through cross-sell/upsell and enterprise standardization plays
• Deepen relationships beyond single projects to create multi-year growth and executive sponsorship
• Drive renewals/expansion motions in collaboration with Customer Success (as applicable)

2) Win New Logos

• Identify, qualify, and progress new opportunities in the Italian E&U market
• Create demand with a clear industry point of view (reliability, modernization, energy transition, resilience)
• Position AVEVA as the partner of choice for industrial data and operations transformation

3) Own Complex Enterprise Sales Cycles End-to-End

• Lead opportunities from discovery through close in multi-stakeholder industrial environments
• Apply value-based selling to link capabilities to measurable outcomes and ROI
• Build business cases around asset performance, reliability, operational efficiency, energy optimization, and faster decision-making
• Drive negotiation, procurement/legal alignment, and closure of complex software agreements
• Orchestrate PreSales, Services, Customer Success, Marketing, BD and partner ecosystem support

4) Engage Executives and Operational Leaders

• Build trusted relationships across Operations, Maintenance, Engineering, IT/OT, Digital Transformation and C-level
• Navigate complex buying centers across centralized and distributed organizations
• Influence decision-making with insight-led conversations and credible operational value

5) Position AVEVA's Operations & Industrial Intelligence Portfolio

• Understand customer challenges in industrial data management, visibility, APM, analytics and optimization
• Position solutions such as AVEVA PI System, CONNECT , and the broader AVEVA Operations portfolio
• Help customers connect operational data across assets/sites/enterprise environments to enable better and faster decisions

6) Pipeline, Qualification & Forecast Discipline

• Build and maintain healthy pipeline coverage aligned to growth targets
• Manage opportunities using MEDDPICC (or similar) with clear qualification and next steps
• Maintain accurate forecasting and transparency on risks, mutual action plans, and deal progression

Essential requirements

• Proven track record in enterprise software / complex solution sales in industrial environments
• Strong experience in Energy & Utilities (power gen, renewables, utilities, multi-utilities or adjacent process industries)
• Demonstrated ability to expand existing accounts and deliver net-new revenue through structured account strategies
• Ability to sell via value/outcomes and business cases , not only relationships
• Experience navigating multi-stakeholder, high-value sales cycles (including 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 as required

Highly Valued

• Experience with industrial data platforms/historians, Industrial IoT , analytics, APM , operations software
• Familiarity with PI System (or comparable technologies)
• Understanding of IT/OT convergence and industrial digital transformation programs
• Use-case knowledge: predictive maintenance, condition monitoring, energy optimization, remote operations
• MEDDPICC proficiency and ability to challenge customers constructively and create urgency

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.

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.

Empowering you with pioneering tech

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. xrdztoy We've also recently been named as one of the world's most innovative companies.