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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
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)
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.
AVEVA requires all successful applicants to undergo and pass a comprehensive background check before they start employment. Background checks will be conducted in accordance with local laws and may, subject to those laws, include proof of educational attainment, employment history verification, proof of work authorization, criminal records, identity verification, credit check. Certain positions dealing with sensitive and/or third party personal data may involve additional background check criteria.
AVEVA is an Equal Opportunity Employer. We are committed to being an exemplary employer with an inclusive culture, developing a workplace environment where all our employees are treated with dignity and respect. We value diversity and the expertise that people from different backgrounds bring to our business.
Come and join AVEVA to create the transformative technology that enables our customers to engineer a better world.
