Account Manager

Home Office (Italy)

Full time

R014891

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Job Title: Account Manager - Energy & Utilities - Italy

Location: Gallarate, Italy - hybrid or Home Based (Italy)

Employment Type: Full time

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.

Key responsibilities

• 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