[Hiring] Channel Account Manager @AVEVA

Role Description

As a Channel Account Manager at AVEVA, you will be responsible for expanding and managing our partner ecosystem across Northern and Southern Europe. Your mission is to drive partner sales, improve efficiency, and increase market share by executing AVEVA’s go-to-market strategies. This role requires a strategic thinker with strong sales acumen, partner management experience, and the ability to influence at multiple levels within partner organizations.

Key Responsibilities

• Partner Management
  • 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.
• Prospect and Customer Engagement
  • 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.
• Sales Management
  • Drive partners to meet sales targets across key KPIs (fee types, net new business, product mix, etc.).
  • Approve commercial, business, and legal partner requests.
  • Manage forecasting, reporting, and sales pipeline reviews.
  • Lead formal and informal sales calls and review meetings.
• Marketing
  • 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.
• Business Management
  • 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.

Qualifications

• 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.

Benefits

• Comprehensive background check before employment.
• Commitment to diversity, equity, and inclusion.
• Opportunity to work in a collaborative and innovative environment.

Company Description

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.