Channel Account Manager

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

📋 Description

• Identify, recruit, and onboard new channel partners, such as VARs, system integrators, MSPs, and resellers within the IT software sector.

• Oversee the complete partnership lifecycle, from lead generation and qualification to contract negotiation, enablement, and ongoing performance enhancement.

• Conduct market research to pinpoint high-potential partners that align with our SaaS offerings, targeting industries like cybersecurity, ERP, and cloud infrastructure.

• Create and implement joint go-to-market strategies, co-marketing initiatives, and enablement programs to maximize sales driven by partners.

• Monitor partner performance utilizing KPIs such as pipeline generation, deal registration, and revenue attribution; provide consistent reporting and forecasting.

• Establish strong relationships with partner executives, conducting quarterly business reviews (QBRs) to ensure mutual success and identify expansion opportunities.

• Collaborate with internal teams (sales, marketing, product) to align partner programs with the company’s objectives.

⛳️ Requirements

• 3-5 years of experience in B2B solution sales to large accounts as a new business hunter, having served as a Sales Representative or Sales Account Manager at a reseller or system house, or at a software vendor.

• Proven experience in managing the entire sales cycle from acquisition to deal closure, with a strong track record particularly in closing deals.

• Experience selling Mobile Applications, SaaS offerings, or specifically Enterprise Mobility Management solutions (MDM/MAM/EMM) to large accounts is a significant advantage.

• Excellent presentation and communication skills.

• Proficient in MS Office applications.

• Native Italian speaker with good proficiency in English.

• Solution-oriented, successful, and results-driven.

• Strong work ethic with the ability to adapt to rapidly changing environments and maintain a professional demeanor.

• Self-sufficient and capable of working independently from home.

• Ability to work remotely from a home office with a dedicated work area and internet connection.

• A valid driver’s license is necessary for frequent local travel.

🏝️ Benefits

• The People - From our humble beginnings in our founder’s basement to our leading position in the industry today, SOTI has diligently cultivated a company culture that we can all embrace. A culture that prioritizes personal growth, continuous innovation, and enjoyment.

• The Growth - Our environment encourages new ideas, fresh perspectives, and the opportunity to see them through to completion. SOTI is a dynamic workplace with a global presence that motivates you to make an impact and be part of something significant!

• The Technology - You will have the opportunity to work with cutting-edge technologies and engage in complex and intriguing projects as part of highly collaborative and agile teams.