Account Manager - Italy

The 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.

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)

2) 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

3) 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

4) 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

5) 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

6) 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 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 optimization, remote operations
• MEDDPICC proficiency and ability to challenge customers constructively and create urgency

Commercial at AVEVA

Our Commercial team, comprised of over 2,000 dedicated colleagues, is the backbone of our customer relationships and business growth. From industry experts and solution architects to sales, support, success managers, and business operations, everyone shares a common goal: to deeply understand our customers' needs and deliver tailored solutions.

If you're passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team.