IT-Channel Account Manager - DACH

Job Description

We are looking for an accomplished sales professional with a proven track record of over‑achieving quotas by selling innovative software and hardware solutions to solve complex enterprise and public sector challenges. Our sales teams own significant territories and develop their own territory business strategies in conjunction with our local, regional, and national Alta IT‑Channel partners.

Our sales teams work alongside world‑class pre‑sales engineers to build successful relationships that lead to new business opportunities. An ideal candidate can balance hunting near‑term opportunities with long‑term strategic relationships while applying solution‑selling methodologies to close business, surpass sales targets, and maximize growth.

• Cultivating and expanding our IT partner network; a core focus of this role is the comprehensive development and strategic expansion of our existing and prospective IT partners.
• Prospecting end‑user accounts for new business; this role involves actively identifying and engaging with potential new end‑user accounts to generate new business opportunities.
• Driving demand for Avigilon Alta cloud‑native video security platform within assigned territory; developing and executing strategic initiatives to raise awareness, educate potential clients and partners about the platform's benefits, and ultimately drive adoption and sales.
• Presenting and demonstrating Avigilon Alta software‑defined security platform to CISOs, physical security experts, integrators, consultants, facility and property management, faculty, deans, principals, and others. This sophisticated platform offers a comprehensive suite of security solutions designed to address the multifaceted needs of modern organizations.
• Developing local and regional partnerships to help design, configure, sell, install, and support Avigilon Alta solutions; strong local and regional partnerships are vital for Avigilon Alta solutions' entire lifecycle, encompassing system design, configuration, sales, installation, and post‑installation support for client satisfaction and reliability.
• Teaming and collaborating closely with engineering resources to guarantee the highest level of technical excellence across all phases of product positioning, comprehensive competitive analysis, compelling proposal development, detailed RFP responses, and successful proof‑of‑concepts (POCs).
• Providing customers and partners with pricing and configurations to meet their needs as required; the goal is to ensure solutions are technically sound, financially viable, and optimally configured for maximum value, requiring clear communication of complex technical and pricing information.
• Forecasting and reporting activity accurately and in line with expectations; diligently tracking sales pipelines, market trends, and internal performance metrics to generate reliable predictions of future activity.
• Forging high‑level relationships within accounts to win incremental product and service business; requires a proactive approach to understanding client needs, aligning solutions with strategic objectives, and negotiating favorable terms to drive growth.
• Keeping informed of the competitive landscape; proactive analysis is an ongoing process vital for anticipating shifts, responding effectively, and capitalizing on opportunities to maintain a competitive edge.

• Ideally 4 to 5+ years of experience in selling enterprise SaaS solutions (within the IT security industry is considered a plus).
• Proven and quantifiable track record of over achievement.
• Experience selling to large enterprise, mid‑market, and public sector end user accounts.
• Hunter background with a proven