Account Manager

Location: Gallarate, Italy (hybrid)

Employment Type: Full time

• Drive new business & strategic growth by identifying and developing new opportunities within both existing and new 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 and 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 the executive level and 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 and 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.
• Build and manage a robust pipeline using MEDDPICC methodology and maintain accurate forecasting and clear deal qualification.

• 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 the 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.

All successful applicants are required to undergo and pass a comprehensive background check before starting employment. Background checks will be conducted in accordance with local laws and may include proof of educational attainment, employment history verification, proof of work authorization, criminal records, identity verification, and credit check.

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.