As 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.

Scout, 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

Proven 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

MEDDPICC

sales forecasting and pipeline reviews

Channel Account Manager bari, puglia, it

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