What are the responsibilities and job description for the Account Manager position at aveva?
AVEVA is a global leader in industrial software. Our cutting-edge solutions are used by thousands of enterprises to deliver the essentials of life – such as energy, infrastructure, chemicals and minerals – safely, efficiently and more sustainably. We’re the first software business in the world to have our sustainability targets validated by the SBTi, and we’ve been recognized for the transparency and ambition of our commitment to diversity, equity, and inclusion. We’ve also recently been named as one of the world’s most innovative companies. If you’re a curious and collaborative person who wants to make a big impact through technology, then we want to hear from you! Find out more at AVEVA Careers. For more information about our privacy policy and how to manage cookies, visit our Privacy Policy. Job Title: Account Manager - Italy Location: Gallarate, Italy - hybrid Employment Type: Full time The role We are looking for a high-impact Account Manager to drive growth in Italy, with a strong focus on Engineering and Capital Projects environments (EPCs, Owners, Energy and Industrial companies). This is not a traditional account management role, you will be expected to open, shape and close complex opportunities, engaging senior stakeholders and positioning AVEVA as a strategic partner across the full project lifecycle. Key responsibilities Drive New Business & Strategic Growth Identify and develop new opportunities within both new and existing customers Build and execute account strategies focused on net-new revenue (iACV) and long-term expansion Proactively challenge customer status quo and position AVEVA as a transformation partner Own Complex Sales Cycles Lead end-to-end sales processes in multi-stakeholder environments (Owner / EPC / Contractor) Apply a structured value-based selling approach to build strong business cases Drive deal progression, negotiation and closure of complex software agreements Engage at Executive Level Build relationships with senior business and technical stakeholders (Engineering, Operations, IT, C-level) Navigate complex buying centers and influence decision-making across organizations Leverage Engineering Domain Expertise Understand customer challenges across the capital project lifecycle (design, execution, handover, operations) Position AVEVA Engineering and digital solutions in the context of project efficiency, risk reduction and data continuity Collaborate to Win Work closely with PreSales, CSM, and Global Account teams to shape winning solutions Orchestrate internal resources to maximize deal impact and customer value Pipeline & Forecast Discipline Build and manage a robust pipeline using MEDDPICC methodology Maintain accurate forecasting and clear deal qualification Essential requirements Proven track record in closing complex enterprise software deals in industrial environments Strong experience in Engineering, EPC, Energy, or process industries Demonstrated ability to sell using a value-based approach, not just relationship-driven selling Experience navigating multi-stakeholder, high-value sales cycles Ability to engage both technical and business decision-makers at senior level Strong ownership mindset, with ability to operate autonomously and drive results Fluent in English and Italian Highly valued Experience with Engineering platforms, Digital Twin, or industrial data solutions Strong understanding of capital project workflows and customer dynamics (Owner / EPC) Experience using MEDDPICC or similar structured sales methodologies Ability to challenge customers constructively and drive change 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. Empowering you with pioneering tech AVEVA is a global leader in industrial software. Our cutting-edge solutions are used by thousands of enterprises to deliver the essentials of life – such as energy, infrastructure, chemicals and minerals – safely, efficiently and more sustainably. We’re the first software business in the world to have our sustainability targets validated by the SBTi, and we’ve been recognized for the transparency and ambition of our commitment to diversity, equity, and inclusion. We’ve also recently been named as one of the world’s most innovative companies. If you’re a curious and collaborative person who wants to make a big impact through technology, then we want to hear from you! Find out more at AVEVA Careers. For more information about our privacy policy and how to manage cookies, visit our Privacy Policy.