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.
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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- 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
- 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
- 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
- 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
- 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
- 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
- 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
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.
Skills Required
- Proven track record in enterprise software or complex solution sales in industrial environments
- Strong experience in Energy and Utilities, including power generation, renewables, utilities, multi-utilities, or adjacent process industries
- Experience expanding existing accounts and delivering net-new revenue through structured account strategies
- Ability to sell through value, outcomes, and business cases
- Experience navigating multi-stakeholder, high-value sales cycles, including procurement and legal
- Confidence engaging senior technical, operational, and business stakeholders
- High ownership, autonomy, and strong territory discipline
- Fluency in Italian and English
- Willingness to travel across Italy as required
- Experience with industrial data platforms or historians, Industrial IoT, analytics, APM, or operations software
- Familiarity with AVEVA PI System or comparable technologies
- Understanding of IT/OT convergence and industrial digital transformation programs
- Knowledge of predictive maintenance, condition monitoring, energy optimization, or remote operations use cases
- MEDDPICC proficiency and ability to challenge customers constructively and create urgency
AVEVA Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about AVEVA and has not been reviewed or approved by AVEVA.
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Leave & Time Off Breadth — Time away from work is positioned as a meaningful part of the rewards mix, including paid time off that can increase with tenure and additional paid volunteering days. This breadth is reinforced by mentions of public holidays and emergency leave as part of the overall time-off offering.
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Wellbeing & Lifestyle Benefits — Wellbeing support appears broad and multi-channel, combining counseling access, coaching resources, and region-specific digital wellbeing tools. Flexible work hours and a hybrid model are also presented as lifestyle-supporting elements within the broader rewards package.
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Career-Linked Recognition & Rewards — Recognition is tied to tenure milestones through a formal program that provides rewards and symbolic recognition. Development-linked rewards also appear through learning access, mentorship, and education reimbursement that connects benefits to skill growth.
AVEVA Insights
What We Do
AVEVA is a global leader in industrial software, sparking ingenuity to drive responsible use of the world’s resources. The company’s secure industrial cloud platform and applications enable businesses to harness the power of their information and improve collaboration with customers, suppliers and partners. Over 20,000 enterprises in over 100 countries rely on AVEVA to help them deliver life’s essentials: safe and reliable energy, food, medicines, infrastructure and more. By connecting people with trusted information and AI-enriched insights, AVEVA enables teams to engineer efficiently and optimize operations, driving growth and sustainability. Named as one of the world’s most innovative companies, AVEVA supports customers with open solutions and the expertise of more than 6,400 employees, 5,000 partners and 5,700 certified developers. With operations around the globe, AVEVA is headquartered in Cambridge, UK. Learn more at www.aveva.com
