Descrizione:
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 .For more information about our privacy policy and how to manage cookies, visit our Privacy Policy .Job Title: Account Manager - Energy & Utilities - ItalyLocation: Gallarate, Italy - hybrid or Home Based (Italy)Employment Type: Full timeThe roleAVEVA 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 responsibilitiesGrow Strategic AccountsBuild and execute account plans to expand footprint across plants, assets, sites, and business unitsIdentify and convert whitespace through cross-sell/upsell and enterprise standardization playsDeepen relationships beyond single projects to create multi-year growth and executive sponsorshipDrive renewals/expansion motions in collaboration with Customer Success (as applicable)Win New LogosIdentify, qualify, and progress new opportunities in the Italian E&U marketCreate 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 transformationOwn Complex Enterprise Sales Cycles End-to-EndLead opportunities from discovery through close in multi-stakeholder industrial environmentsApply value-based selling to link capabilities to measurable outcomes and ROIBuild business cases around asset performance, reliability, operational efficiency, energy optimization, and faster decision-makingDrive negotiation, procurement/legal alignment, and closure of complex software agreementsOrchestrate PreSales, Services, Customer Success, Marketing, BD and partner ecosystem supportEngage Executives and Operational LeadersBuild trusted relationships across Operations, Maintenance, Engineering, IT/OT, Digital Transformation and C-levelNavigate complex buying centers across centralized and distributed organizationsInfluence decision-making with insight-led conversations and credible operational valuePosition AVEVA's Operations & Industrial Intelligence PortfolioUnderstand customer challenges in industrial data management, visibility, APM, analytics and optimizationPosition solutions such as AVEVA PI System, CONNECT , and the broader AVEVA Operations portfolioHelp customers connect operational data across assets/sites/enterprise environments to enable better and faster decisionsPipeline, Qualification & Forecast DisciplineBuild and maintain healthy pipeline coverage aligned to growth targetsManage opportunities using MEDDPICC (or similar) with clear qualification and next stepsMaintain accurate forecasting and transparency on risks, mutual action plans, and deal progressionEssential requirementsProven track record in enterprise software / complex solution sales in industrial environmentsStrong 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 strategiesAbility to sell via value/outcomes and business cases , not only relationshipsExperience navigating multi-stakeholder, high-value sales cycles (including procurement/legal)Confidence engaging senior technical, operational and business stakeholdersHigh ownership, autonomy, and strong territory disciplineFluent Italian and EnglishWillingness to travel across Italy as requiredHighly ValuedExperience with industrial data platforms/historians, Industrial IoT , analytics, APM , operations softwareFamiliarity with PI System (or comparable technologies)Understanding of IT/OT convergence and industrial digital transformation programsUse-case knowledge: predictive maintenance, condition monitoring, energy oWe want to hear from you! #J-18808-Ljbffr