PpCambium Networks delivers wireless communications that work for businesses, communities, and cities worldwide. Millions of our radios are deployed to connect people, places and things with a unified wireless fabric that spans multiple standards and frequencies of fixed wireless and Wi-Fi, all managed centrally via the cloud. Our multi-gigabit wireless fabric offers a compelling value proposition over traditional fiber and alternative wireless solutions. We work with our Cambium certified ConnectedPartners to deliver purpose-built networks for service provider, enterprise, industrial, and government connectivity solutions in urban, suburban, and rural environments, with wireless that just works. /ppCheck out our career opportunities at /ph3Scope of Responsibilities Position Expectations: /h3ulliAccount Management for Italy sales and demand generation efforts, relationship management, and interface to customers /liliProvide a specific tactical and strategic focus on assigned providers, VARs and end users in the territory, driving YoY growth /liliDevelop trust relationships with a portfolio of major clients to ensure they use Cambium solutions that will increase their profitability /liliAcquire a thorough understanding of key customer needs and requirements and resolve any issues and problems faced by customers dealing with complaints to maintain trust /liliExpand the relationships with existing customers by continuously proposing solutions that meet their objectives /liliExecutive level relationship with customers, CxO level /liliServe as the link of communication between key customers and internal teams /liliPlay an integral part in generating new sales that will turn into long-lasting relationships /liliPrepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics /liliAchieve quarterly sales targets by identifying and developing new customers /liliEnsure high levels of customer satisfaction as well as up-sell and cross-sell potential within existing customers to maximize share of wallet /liliCoordinate pre-sales and post-sales follow up /liliAchieve and exceed weekly and monthly KPIs /liliDrive overall customer MDF strategy at the strategic level with assigned accounts /liliWork in coordination with the RSMs, VARCAM, iCAM and RTMs that cover the geographies to help drive Enterprise WiFi and FWA (Sub6Ghz, 60Ghz, 5g Fixed) market developing activities including MDF, partner events, exhibitions, etc /liliEnsure proper tactical implementation/execution of deal development and management based on team effort to avoid channel conflicts /liliRepresent Cambium at conferences and events with business development potential across the region to promote Cambium Wireless Fabric Portfolio /liliDefine Cross-selling strategy/program to sell other CN portfolio products in addition to Enterprise Networking and Switching into Enterprise partners base and end user accounts /liliMaintain Sales Pipeline in the company’s ERP /liliOwn full responsibility for the WISP and broader Service Provider market in Italy, driving business growth, market penetration and competitive positioning. /liliDevelop and execute a dedicated go to market strategy for Managed Service Providers, building long term strategic partnerships and recurring revenue streams. /liliSupport the development and expansion of the Italian channel ecosystem in close alignment with the Channel team, contributing to partner recruitment, enablement and joint business planning initiatives. /liliManage a selected portfolio of strategically assigned channel accounts, including key System Integrators and Managed Service Providers, in coordination with the Channel organization. /liliAct as a bridge between direct sales, channel sales and internal stakeholders to ensure alignment on strategic accounts and avoid channel conflicts. /liliContribute to the definition and execution of joint business plans with assigned key partners, including revenue targets, pipeline development and marketing initiatives. /liliDrive executive engagement within strategic channel accounts to position Cambium as a long term technology partner. /liliTake responsibility, over time, for the development of the Military and Defense market in Italy, identifying new opportunities and building relationships with relevant stakeholders and system integrators operating in this sector. /li /ulh3Knowledge/Skill Requirements: /h3ulli10 years’ experience as key account manager /liliExperience in business to business sales and providing solutions based on customer needs, value selling approach /liliStrong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels /liliExcellent organizational skills /liliAbility in problem-solving and negotiation /liliBSc/BA in Business Administration, Sales or relevant field /liliKnowledge of Channel business and indirect sales models /liliStrong presentation and communication skills /liliSelf-starter /liliAt least 10 years of experience in the broadband wireless industry and/or networking (Wi-Fi, switching) IT security. /liliProven achiever, goal and results-oriented. /liliProven experience in managing Service Provider and WISP accounts, with solid understanding of broadband wireless market dynamics. /liliDemonstrated experience working with Managed Service Providers and complex indirect sales models. /liliExperience engaging with strategic System Integrators and developing joint go to market initiatives. /liliPrevious exposure to Military or Defense markets will be considered a strong plus. /liliAbility to operate effectively in a matrix organization, balancing direct and indirect sales responsibilities. /liliItalian mother tongue + fluent English, both written and oral, is a must /liliAny additional language is a plus /li /ulp€85,000 - €100,000 a year /p /p #J-18808-Ljbffr