Strategic Channel Growth Manager

AVEVA Denmark; Gallarate; Remoto; EUR 50.000 - 70.000; Tempo pieno

Descrizione del lavoro

AVEVA, a global leader in industrial software, is seeking a Channel Account Manager to drive partnership strategy from Home Office Italy. You will scout and manage channel partners, align business plans, and coach partner sellers using MEDDPICC while expanding regional pipeline.

You will collaborate with marketing, sales, and operations to meet KPIs, forecast, and optimize cross-territory activities, ensuring strong partner relationships and compliant with background checks and DEI commitments.

Competenze

• 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.

Mansioni

• 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; 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.

Conoscenze

Channel management

MEDDPICC

Multi-level sales

English & Italian

Leadership & coaching

Communication skills

Cross-functional collaboration

Analytical listening

Descrizione del lavoro

AVEVA, a global leader in industrial software, is seeking a Channel Account Manager to drive partnership strategy from Home Office Italy. You will scout and manage channel partners, align business plans, and coach partner sellers using MEDDPICC while expanding regional pipeline.

You will collaborate with marketing, sales, and operations to meet KPIs, forecast, and optimize cross-territory activities, ensuring strong partner relationships and compliant with background checks and DEI commitments.