OverviewAs Channel Account Manager at AVEVA, you expand and manage the partner ecosystem across Northern and Southern Europe to drive partner sales and market share.
You will implement AVEVA's go-to-market strategies, influence partner leadership, and ensure partner competencies.
The role blends strategic thinking with hands-on sales and partner management to scale opportunities and multi-level engagements.
You'll work closely with cross-functional teams to align marketing and sales activities and advance regional channel plans.
This is a high-impact role for someone who thrives in a collaborative, growth-driven, technology-enabled environment.
ResponsabilitàScout, select, qualify, and disengage partners as needed
Review and approve partner business strategies, operations, and agreements
Lead joint business planning and annual plan sign-offs with partners
Engage with partner leadership and operational teams
Ensure partner competencies and certifications are current and relevant
Guide partners in multi-level sales activities to generate larger deals
Prospect new market segments and accounts in collaboration with partners
Apply AVEVA's MEDDPICC methodology in sales engagements
Coach partner sellers on AVEVA's sales methodology and behaviors
Share best practices across the partner community
Drive partners to meet sales targets across key KPIs
Approve commercial, business, and legal partner requests
Manage forecasting, reporting,



and sales pipeline reviews
Lead formal and informal sales calls and review meetings
Align partner marketing strategies with AVEVA campaigns
Propose and monitor regional marketing campaigns and demand generation
Engage with target audiences at events and conferences
Ensure accurate lead follow-up and execution of promotions and incentives
Draft and propose regional channel business plans
Conduct quarterly business reviews with partner and AVEVA leadership
Manage partner incentive plans and performance reporting
Resolve disputes, manage deal registrations, and handle cross-territory issues
Build and maintain strong relationships with all key partner contacts
Requisiti fondamentaliProven experience in managing complex channel and sales operations
Strong understanding of multi-level sales and MEDDPICC methodology
Domain knowledge in operations and engineering
Familiarity with AVEVA software, especially those relevant to channel business
Excellent communication skills in English and Italian, both written and verbal
Strong leadership, team collaboration, and coaching capabilities
Exceptional listening and probing skills to gather relevant insights
Strong organizational and networking abilities for cross-functional collaboration
leadership
communication
collaboration
MEDDPICC
channel sales management
sales forecasting and pipeline reviews

📌 Channel Account Manager (Firenze)
🏢 Aveva Group
📍 Firenze