Digital Solutions Sales Senior Specialist

Autoware a Coesia Partner; Italia; Sur place; EUR 36 000 - 44 000; Plein temps

Résumé du poste

Autoware, part of Coesia, seeks a Digital Solutions Sales Senior Specialist to develop opportunities for MES/MOM-based digital manufacturing solutions in Italy and selected international markets. You will translate customer challenges into tailored solutions and collaborate with technical and business teams to create compelling commercial propositions.

Role requires 5+ years in B2B sales, strong negotiation and stakeholder management, and fluency in Italian and English.

Qualifications

• 5+ years of experience in B2B sales or similar customer-facing commercial role.
• Experience selling project-based solutions to end users and/or OEMs.
• Familiarity with MES, MOM, industrial digitalization or manufacturing software.
• Ability to manage a sales process from lead generation through negotiation.
• Experience working in multinational and matrix organizations.

Responsabilités

• Develop new business opportunities for digital solutions with industrial customers in Italy and select international markets.
• Identify and generate qualified leads, building a sustainable pipeline of opportunities.
• Engage with manufacturing, operations and related stakeholders to understand business needs.
• Position MES, MOM and related digital capabilities within broader solutions using a consultative approach.
• Manage the commercial process from identification to proposal and negotiation.
• Coordinate opportunities with Autoware’s technical and delivery teams and other Coesia capabilities.

Connaissances

B2B sales

Stakeholder management

Negotiation

Communication

Italian language

English language

Formation

University degree in STEM or related field

Description du poste

Autoware is a digital transformation company specializing in Manufacturing Execution Systems (MES) and Manufacturing Operations Management (MOM) solutions, helping manufacturers improve production efficiency, quality, traceability and overall operational performance.

Founded in Vicenza, Italy, in 1996, Autoware has built extensive experience delivering digital manufacturing solutions to production facilities across four continents and a wide range of industries. By combining deep manufacturing expertise with scalable digital solutions, Autoware helps customers address complex operational challenges and transform their production processes according to their specific business needs.

Autoware’s capabilities span MES and MOM, industrial connectivity and data integration, process control, supply chain integration, advanced analytics and ongoing support services. Autoware holds advanced certifications from the technology partners whose solutions it integrates, demonstrating a high level of technical expertise and implementation capability. Combined with deep manufacturing know-how and a customer-focused approach, this expertise positions Autoware as a trusted leader in industrial digital transformation.

For more detailed information about Autoware and its business, please visit www.autoware.it.

Autoware is part of Coesia, a group of innovation-based industrial and packaging solutions companies operating globally, headquartered in Bologna, Italy. Coesia operates in 34 countries with 21 different companies and employs over 8,000 people as of 2026.

About the Role:

Autoware is looking for a Digital Solutions Sales Senior Specialist to develop new business opportunities, including through synergies with Coesia Group, for its digital manufacturing solutions, targeting industrial customers in Italy and selected international markets.

The role will focus on understanding customers’ manufacturing and operational challenges, identifying areas where technology can add value, and translating these needs into tailored solutions. It will leverage Autoware’s expertise in MES and MOM alongside Coesia’s broader capabilities, working closely with technical and business teams to develop new commercial opportunities.

Key Responsibilities:

• Develop new business opportunities for digital solutions with industrial customers in existing and new market segments.
• Identify and generate qualified leads, building a sustainable pipeline of opportunities related to manufacturing and operations digitalization.
• Engage with relevant customer stakeholders in manufacturing, operations and related functions to understand business needs and operational challenges.
• Position MES, MOM and related digital capabilities within broader customer solutions, using a consultative and value-oriented sales approach.
• Manage the commercial process from opportunity identification and qualification through solution definition, proposal and negotiation.
• Translate customer requirements into business opportunities, working closely with technical experts to define tailored solutions.
• Develop relationships with structured industrial customers and navigate complex stakeholder environments.
• Coordinate opportunities involving Autoware’s technical and delivery teams and, where relevant, other Coesia companies and capabilities..
• Work effectively within a multinational and matrix organization, aligning internal stakeholders around customer opportunities.
• Support the development of commercial propositions for project-based digital solutions rather than standardized software offerings.
• Develop account plans and commercial approaches for selected target customers and market segments, maintaining accurate opportunity and pipeline information, supporting sales forecasting and commercial planning.
• Build and maintain long-term relationships with key customer stakeholders.
• Monitor customer needs and market developments to identify emerging opportunities for manufacturing digitalization.

What You Need to Be Successful:

• University degree in STEM disciplines, Economics, Business, Industrial Engineering or another relevant field.
• At least 5 years of previous experience in B2B sales, business development or a comparable customer-facing commercial role, preferably within industrial, automation, engineering or manufacturing-related environments.
• Experience in selling project-based solutions to End Users and/or OEMs.
• Familiarity with MES, MOM, industrial digitalization or manufacturing software solutions.
• Ability to develop new business opportunities and manage a sales process from lead generation through commercial negotiation.
• Experience working with structured customers involving multiple stakeholders and complex decision-making processes.
• Experience working effectively within multinational and matrix organizations.
• Good understanding of industrial manufacturing environments and the business challenges associated with production and operations.
• Strong communication, stakeholder management, negotiation and relationship-building skills.
• Ability to combine a commercial mindset with sufficient technical understanding to discuss complex industrial solutions with customers and internal specialists.
• Professional proficiency in Italian and English.
• Availability to travel according to business and customer needs.

Our Offer:

Compensation for this role includes a base salary starting from EUR 40,000, in line with experience. The actual offer may exceed this minimum based on the candidate's qualifications and fit for the role.

The compensation package also includes a variable component in the form of an annual bonus, which can reach 8% of base salary at target. The applicable collective agreement is the CCNL Metalmeccanico.

Join the Team!:

This role offers the opportunity to contribute directly to Autoware’s commercial growth, bringing advanced digital manufacturing solutions to industrial customers. As part of Coesia, Autoware can also leverage the international reach, industrial know-how and customer network of a global group.

Coesia is an equal opportunity employer. We believe in fair, merit-based recruitment and assess all candidates exclusively on the basis of their qualifications, skills, experience and suitability for the role.