Technical Account Manager B2B
We are looking for a hybrid commercial\-technical profile who can own key B2B accounts end\-to\-end — from relationship management and revenue targets, to pre\-sales technical consulting and solution design. This role bridges sales and technical/FAE functions, ideal for someone who can speak both the language of procurement/decision\-makers and IT/AV technical stakeholders.
Key Responsibilities
*Account Management \& Sales*
- Own and grow a portfolio of B2B key accounts (corporate, education, government, system integrators, VARs) in Italy
- Develop and execute account plans to meet revenue and market share targets
- Build and maintain senior relationships with client decision\-makers, IT managers, and procurement
- Negotiate commercial terms, pricing, and long\-term partnership agreements
- Identify and pursue new business opportunities within existing and prospective accounts
- Report pipeline, forecast, and account performance to management and regional head office
- Act as the technical point of contact during the pre\-sales cycle: needs assessment, solution design, product configuration, and proof\-of\-concept support
- Translate customer requirements (AV, display, projection, digital signage, IFP, collaboration systems) into tailored technical proposals
- Deliver product demonstrations, technical presentations, and solution workshops to clients and partners
- Support RFP/RFQ responses with technical specifications and compliance documentation
- Coordinate with Regional Office’s product/engineering teams on technical escalations, customization requests, and competitive positioning
- Provide technical training and enablement to distributors, system integrators, and resellers
- Work closely with Marketing, Channel, and Product teams to align technical positioning with go\-to\-market strategy
- Provide market and competitive technical intelligence to inform product roadmap and RO feedback
- Support post\-sales technical escalation when needed, ensuring customer satisfaction and retention
*Experience*
- 5\+ years in B2B sales, key account management, or technical pre\-sales (FAE/Solutions Engineer) roles
- Proven track record of managing accounts with quota/revenue responsibility
- Experience in AV, IT hardware, display/projection, digital signage, or related technology sectors strongly preferred
- Experience working with system integrators, VARs, or IT distributors is a plus
- Strong technical understanding of AV/IT solutions (displays, projectors, interactive flat panels, digital signage, videoconferencing, or networking — direct BenQ category experience a plus)
- Ability to conduct technical needs analysis and design solution proposals
- Excellent negotiation, communication, and stakeholder management skills
- Comfortable presenting to both technical and business audiences
- Proficiency with CRM tools; solid Excel/PowerPoint skills
- Italian (native/fluent)
- English (professional working proficiency — required for European HQ interface)
- Willingness to travel within Italy for client visits
- Driving licence required
We offer a challenging position in a global organisation. As well as a permanent contract and a remuneration package which meets market standards, we give successful candidates the opportunity to work in an independent way with interesting and varied responsibilities.
The compensation package includes, for indicative purposes only, a gross annual salary (RAL) ranging between €35,000 and €45,000, with the actual amount to be determined based on the candidate’s qualifications, experience, and skills. In addition, a variable compensation component is provided, consisting of a quarterly bonus linked to the achievement of agreed performance objectives.
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