Account Manager - 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)

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.

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.