28 set - Lucca
Aveva Group
Overview
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In 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.
Responsabilità
- Grow 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 fondamentali
- Proven 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 xysqume 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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