Channel Account Manager
Pubblicato il 30-09-2026 - Aveva Group in Firenze
Overview
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As Channel Account Manager at AVEVA, you expand and manage the partner ecosystem across Northern and Southern Europe to drive partner sales and market share. You will implement AVEVA's go-to-market strategies, influence partner leadership, and ensure partner competencies. The role blends strategic thinking with hands-on sales and partner management to scale opportunities and multi-level engagements.
You'll work closely with cross-functional teams to align marketing and sales activities and advance regional channel plans. This is a high-impact role for someone who thrives in a collaborative, growth-driven, technology-enabled environment.
Responsabilità
- 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
- 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
- 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
- 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
- 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
Requisiti fondamentali xysqume
- 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
- leadership
- communication
- collaboration
- MEDDPICC
- channel sales management
- sales forecasting and pipeline reviews