Account Manager - Italy

Vedi l’offerta su Go Lavoro: golavoro.it/annuncio-lavoro/7i6sg0

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.

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Job Title: Account Manager - Energy & Utilities - ItalyLocation: Gallarate, Italy - hybrid or Home Based (Italy)Employment Type: Full timeThe 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)

- 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

- 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

- 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

- 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

- 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 xysqume 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!

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Vedi l’offerta su Go Lavoro: golavoro.it/annuncio-lavoro/7i6sg0