Channel Account Manager

This is a fully remote position, open to applicants in Italy.

📋 Description

• Expand and oversee AVEVA’s partner ecosystem throughout Northern and Southern Europe

• Drive partner sales, enhance efficiency, and boost market share by implementing AVEVA’s go-to-market strategies

• Identify, select, qualify, and disengage partners when necessary

• Review and endorse partner business strategies, operations, and agreements

• Lead collaborative business planning and annual plan approvals with partners

• Engage with partner leadership and operational teams

• Ensure that partner competencies and certifications are up-to-date and relevant

• Guide partners through multi-level sales activities to secure larger deals

• Explore new market segments and accounts in partnership with collaborators

• Utilize AVEVA’s MEDDPICC methodology during sales engagements

• Coach partner sellers on AVEVA’s sales methodologies and behaviors

• Share best practices across the partner community

• Encourage partners to achieve sales targets across critical KPIs

• Approve commercial, business, and legal requests from partners

• Manage forecasting, reporting, and reviews of the sales pipeline

• Lead both formal and informal sales calls and review meetings

• Align partner marketing strategies with AVEVA’s campaigns

• Propose and oversee regional marketing initiatives and demand generation

• Engage target audiences at various events and conferences

• Ensure proper lead follow-up and the execution of promotions and incentives

• Draft and suggest regional channel business plans

• Conduct quarterly business reviews with both partner and AVEVA leadership

• Manage partner incentive programs and performance reporting

• Resolve disputes, oversee deal registrations, and address cross-territory issues

• Build and sustain strong relationships with key partner contacts

⛳️ Requirements

• Proven track record in managing intricate channel and sales operations

• Strong comprehension of multi-level sales and the MEDDPICC methodology

• Domain expertise in operations and engineering

• Familiarity with AVEVA software, particularly software pertinent to channel business

• Excellent written and verbal communication skills in both English and Italian

• Strong leadership, teamwork, and coaching skills

• Exceptional listening and probing abilities to extract relevant insights

• Strong organizational and networking skills for cross-functional collaboration

• Successful candidates must complete and pass a thorough background check

• Proof of work authorization may be required as part of the background verification

🏝️ Benefits

• Comprehensive background check prior to employment, conducted in accordance with local laws

• Inclusive culture and workplace environment where employees are treated with dignity and respect

• Equal opportunity employment