Account Manager - Italy

aveva; Italia; In loco; EUR 60.000 - 80.000; Tempo pieno

Descrizione del lavoro

AVEVA is seeking an high-impact Account Manager for Italy's Energy & Utilities sector, including power generation, renewables, and utilities. The role is based in Gallarate with hybrid or home-based options in Italy, responsible for leading complex enterprise sales and expanding strategic accounts.

You will drive multi-stakeholder cycles, position AVEVA as a partner of choice for industrial data and operations transformation, and collaborate with cross-functional teams to deliver measurable

Competenze

• Proven track record in enterprise software / complex solution sales in industrial environments.
• Ability to lead multi-stakeholder sales cycles and win new logos.
• Fluent Italian and English with strong communication skills.
• Willingness to travel across Italy as required.

Mansioni

• Grow strategic accounts and expand footprint across plants, assets, sites and business units.
• Identify and progress new opportunities in the Italian Energy & Utilities market.
• Lead opportunities from discovery through close in multi-stakeholder environments.
• Build business cases around asset performance, reliability, and energy optimization.
• Coordinate with PreSales, Services, Customer Success and partners to close deals.

Conoscenze

Enterprise software sales

Complex sales cycles

Italian language

English language

Energy & Utilities domain knowledge

Strumenti

MEDDPICC framework

PI System familiarity

Descrizione del lavoro

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.

Find out more at AVEVA Careers .

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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

1. Grow Strategic Accounts
   • 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 o

We want to hear from you!