Channel Account Manager

📋 Description

• • Own the full sales cycle for SOTI’s award-winning Enterprise Mobility Management (EMM) platform across Italy, acting as the primary new-business hunter for large enterprise accounts. You will source, qualify, present, negotiate and close complex SaaS deals that typically span 6–12 months and involve multiple stakeholders.
• • Build and execute a strategic territory plan that identifies high-value prospects in manufacturing, logistics, retail and public-sector verticals. You will map decision-makers, craft tailored value propositions and orchestrate multi-threaded outreach campaigns that combine digital touchpoints with on-site visits across Italy.
• • Deliver compelling product demonstrations—both remote and in-person—to technical and commercial audiences ranging from C-level executives to IT architects. You will leverage SOTI’s pre-sales engineers to run proof-of-concept environments, ensuring prospects experience the full power of MDM, MAM and IoT security capabilities.
• • Drive revenue growth by expanding existing accounts: upsell additional SOTI modules (e.g., SOTI XSight, SOTI Snap, SOTI Identity) and cross-sell complementary solutions to turn single-product customers into strategic platform users with multi-year commitments.
• • Manage and nurture a robust pipeline in Salesforce, maintaining meticulous forecasting discipline. You will conduct weekly pipeline reviews with the Regional Manager Central Europe, delivering accurate commit/best-case numbers and clear next-step strategies for every deal above €50 k ARR.
• • Collaborate closely with channel partners—VARs, system integrators and telcos—to co-sell and co-deliver SOTI solutions. You will train partner sales teams, coordinate joint marketing events and ensure partners follow SOTI’s sales methodology to accelerate deal velocity.
• • Represent SOTI at industry conferences, trade shows and customer roundtables across Italy, Germany and the UK. You will evangelize mobile-first transformation stories, capture new leads and strengthen SOTI’s brand as the world’s most trusted EMM provider.
• • Provide voice-of-customer feedback to Product Management and Marketing, translating field insights into roadmap priorities, competitive battle cards and localized campaign assets that sharpen SOTI’s market positioning.
• • Maintain a disciplined home-office setup with high-speed internet, professional lighting and quiet environment for frequent video calls. You will travel up to 40 % within Italy and occasionally to Birmingham (UK HQ) and German offices for training, QBRs and team events.
• • Thrive in SOTI’s fast-paced, remote-first culture by demonstrating self-motivation, resilience and a continuous-learning mindset. You will participate in global boot camps, win weekly SPIFFs and celebrate success during virtual and in-person team socials.