Channel Account Manager

AVEVA Software Italia S.p.A.; Gallarate; Remote; EUR 60,000 - 90,000; Full time

Job summary

AVEVA is seeking a Channel Account Manager to expand and manage its partner ecosystem across Northern and Southern Europe from a home-office setup in Italy or Madrid. You will drive partner sales, coach partner sellers, and ensure alignment with AVEVA's go-to-market strategies.

The role requires strong sales acumen, experience in channel operations, and fluency in English and Italian. You will lead regional plans, manage forecasts, and nurture senior partner relationships to increase market

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.
• Excellent communication skills in English and Italian.
• Strong leadership and cross-functional collaboration.
• Exceptional listening and probing skills to gather relevant insights.
• Strong organizational and networking abilities for cross-functional collaboration.

Responsibilities

• Expand and manage partner ecosystem across Northern and Southern Europe.
• Drive partner sales, improve efficiency, and increase market share.
• Forecasting, reporting, and sales pipeline reviews.
• Lead joint business planning with partners and oversee incentive programs.
• Align partner marketing with AVEVA campaigns and events.
• Build and maintain relationships with key partner contacts.

Skills

Channel sales

MEDDPICC

English & Italian

Leadership

English & Italian

Tools

AVEVA software

Job description

Job Title: Channel Account Manager

Location: Home Office, Italy / Manoteras Madrid, Spain

Employment Type: Full-Time

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!

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.

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.

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. 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!