Channel Account Manager

Overview

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.

Responsabilità

• 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

Requisiti fondamentali

• 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
• collaboration
• MEDDPICC
• channel sales management
• sales forecasting and pipeline reviews