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.
Essential Requirements
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.
Commercial at AVEVA
Our Commercial team, comprised of over 2,000 dedicated colleagues, is the backbone of our customer relationships and business growth. From industry experts and solution architects to sales, support, success managers, and business operations, everyone shares a common goal: to deeply understand our customers' needs and deliver tailored solutions.
If you're passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team.
Find out more: https://www.aveva.com/en/about/careers/
AVEVA requires all successful applicants to undergo and pass a comprehensive background check before they start employment. Background checks will be conducted in accordance with local laws and may, subject to those laws, include proof of educational attainment, employment history verification, proof of work authorization, criminal records, identity verification, credit check. Certain positions dealing with sensitive and/or third party personal data may involve additional background check criteria.
AVEVA is an Equal Opportunity Employer. We are committed to being an exemplary employer with an inclusive culture, developing a workplace environment where all our employees are treated with dignity and respect. We value diversity and the expertise that people from different backgrounds bring to our business.
Come and join AVEVA to create the transformative technology that enables our customers to engineer a better world.
