15 set - Trieste
Aveva Group
OverviewIn this role you will drive growth across Italy's Energy & Utilities sector, expanding strategic accounts and winning new logos.
You'll manage complex, multi-stakeholder sales cycles, positioning AVEVA as a partner for industrial data, operations transformation, and sustainability.
Expect to lead value-based discussions that link AVEVA capabilities to measurable outcomes like reliability and efficiency, while collaborating across teams to close high-value software deals.
This is an opportunity to shape the growth of AVEVA's industrial data platform footprint in a dynamic market.
ResponsabilitàGrow strategic accounts: expand footprint across plants and business units; identify whitespace and execute cross-sell/upsell plays
Win new logos: qualify and progress opportunities with a clear industry point of view
Own complex enterprise sales cycles end-to-end: discovery to close with value-based selling and ROI-focused business cases
Engage executives and operational leaders: build trusted relationships across Ops, IT/OT, and C-level
Position AVEVA's Operations & Industrial Intelligence portfolio:
understand challenges in data management, analytics, and optimization
Pipeline, qualification & forecast discipline: maintain healthy pipeline and MEDDPICC-based qualification
Requisiti fondamentaliProven track record in enterprise software/complex solution sales in industrial environments
Strong experience in Energy & Utilities (power generation, renewables, utilities, multi-utilities)
Ability to expand existing accounts and deliver net-new revenue with structured strategies
Experience selling via value/outcomes and building business cases
Experience navigating multi-stakeholder, high-value sales cycles (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
ownership
autonomy
relationship-building
MEDDPICC proficiency
Experience with industrial data platforms/historians
Industrial IoT, analytics, APM
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