Senior Key Account Manager

Senior Key Account Manager

This Senior Key Account Manager will develop and manage a portfolio of key customers, focusing on enterprise companies with a national and international presence, particularly in Global System Integrator accounting.

• Knowledge of the solution / service set with the ability to have an in‑depth dialogue with partner management, development, and cross‑selling of an already active partner portfolio (GSI, Telco, System Integrators).
• Responsibility for the business share expressed by the assigned partners with accurate forecasting via CRM.
• Ongoing coordination with vendors to build a cohesive technical / commercial team.
• Consulting approach along the sales cycle, pipeline development, opportunity qualification, production and management in collaboration with the internal technical / commercial structure and vendors.
• Full responsibility and management of the partner’s problems (and related opportunities) in its entirety.
• Collaboration with the marketing team for local activities.
• Interaction with other company functions in a team‑working logic.

• Experience in proposing Enterprise IT solutions via channel (previous experience at distributors or vendors is a preferential element).
• Experience in proposing Enterprise IT and Cybersecurity solutions.
• Knowledge of key brands such as Fortinet, Palo Alto Networks, Netskope, Proofpoint, Imperva, Sentinel One, Rubrik.
• Excellent use of IT tools.
• Role requires a 100% partner focus with strong technical foundations and a passion for sales.
• Willingness to excel in dynamic environments and evolving markets while continuously increasing skills.
• Ability to plan medium to long‑term activities to consistently achieve objectives.
• Ability to offer real service and generate a valuable and lasting relationship.
• Strong relational skills, empathy, a result‑oriented approach, seriousness, punctuality, and energy.
• Availability for frequent trips to the area.
• Knowledge of English.

We are proud to be an Equal Opportunity Employer. We are committed to the recruitment and hiring of individuals from diverse backgrounds and experiences, as we believe this strengthens our ability to develop superior solutions, make informed decisions, and better serve our valued customers. We do not discriminate against individuals on the basis of race, religion, color, national origin, gender, sexual orientation, disability status, or any similar characteristic.

Employment decisions are made solely on the basis of qualifications, merit, and business need.