pb SATO /b is a leading global provider of Auto-ID solutions that connect people, goods and information.
It serves a diverse range of sectors to streamline operations, empower workforces and help customers reduce their environmental impact.
Integrating auto-ID technologies with hardware as solutions, we tag identifiers to things and people at the site of business operations and feed data to IT systems for processing.
p Legga attentamente tutte le informazioni su questa occasione, quindi utilizzi il pulsante di candidatura sottostante per inviare il suo CV.
brp ROLE OVERVIEW /p pb STRATEGIC PURPOSE /b /pp Create a structured partner network able to generate sustainable revenue growth, expand market coverage and increase SATO visibility across Italy.
/pp The Channel Account Manager (CAM) is responsible for building, developing, and managing SATO Italy's partner ecosystem.
This role owns the full channel lifecycle: recruiting new partners (system integrators, value-added resellers, and specialised distributors), structuring the partner programme by tier and vertical specialisation, and driving their revenue growth in the Italian market.
The CAM is the primary business contact for strategic and mid-tier partners managed directly, while coordinating the go-to-market of smaller/emerging partners through SATO's authorised distributors.
/p p KEY RESPONSIBILITIES /p pb KEY RESPONSIBILITIES /b /p pb Channel Partner Strategy Ecosystem /b /pulli Define and execute the Italian channel strategy in alignment with the Branch Manager and European guidelines.
/lili Recruit, onboard, and develop new channel partners (system integrators, specialised resellers, ISVs) targeting sectors such as Healthcare, Transport Logistics, Retail, Manufacturing, and HoReCa.
/lili Design and maintain a structured partner programme with clear tiers, criteria, and benefits.
/lili Segment the partner base and ensure all partners have access to sales tools, product documentation, pricing, and marketing materials.
/lili Conduct regular business reviews (quarterly at minimum) with each strategic partner to track performance against plan and identify acceleration opportunities.
/li /ul pb Distributor-Managed Partners /b /pulli Monitor the performance of distributor-managed partners and intervene proactively when growth potential is not being realised.




/lili Co-develop go-to-market plans with distributors, including joint partner events, training sessions, and incentive programmes.
/li /ul pb Sales Enablement Marketing /b /pulli Equip all partners with effective sales and marketing tools: product training, demo kits, competitive positioning materials, co-branded collateral.
/lili Plan and execute partner enablement activities: training, certification programmes, product launches, and joint customer visits.
/lili Collaborate with the Marketing Manager on partner-facing campaigns, co-marketing initiatives, and channel events.
/lili Ensure partner certification levels are maintained and updated as the product portfolio evolves.
/li /ul pb Pipeline Forecasting /b /pulli Ensure partner deals are registered in CRM, tracked, and closed with appropriate SATO support.
/lili Provide accurate monthly/quarterly forecasts for partners revenue to the Branch Manager.
/lili Identify pipeline gaps and develop corrective actions in partnership with the Business Development Manager and technical pre-sales.
/li /ul p SKILLS COMPETENCIES /p pb Commercial Channel /b /pulli Deep understanding of indirect sales models, /lili Demonstrated ability to negotiate and close channel agreements (partner contracts, distribution agreements, annual business plans).
/lili Experience with deal registration, partner incentive programs, and rebate structures.
/li /ul pb Interpersonal Leadership /b /pulli Ability to build long-term relationships with partner executives and their sales teams.
/lili Team player: collaborative across pre-sales, marketing, business development, and operations functions in SATO.
/li /ul p REQUIREMENTS /pulli Education: Bachelor's degree in in Business, Economics, Engineering, or related field.
/lili Experience: Minimum 3-5 years in B2B enterprise sales or business development in technology, AIDC, printing systems, supply chain automation, or industrial solutions.




/lili Track Record: Demonstrated success in opening new large-account relationships and closing high-value, multi-stakeholder deals.
/lili Languages: Italian (native or fluent) · English (professional working proficiency — mandatory for HQ reporting and European collaboration).
/lili Travel: Frequent travel across Italy to visit prospect and customer sites; occasional international travel for European alignment and industry events.
/lili Possession of a driver's license.
/lili Tech Literacy: Familiarity with Auto-ID, printing solutions, labelling, barcode/RFID, or supply chain technology is a strong advantage.
/lili Network: Existing senior network in one or more of SATO's target verticals is a significant advantage.
/lili Other: Valid driving licence.
Strong professional network in the Italian IT/AIDC channel is highly valued.
/li /ul p KPIs SUCCESS METRICS /p ulli Partners performance vs. annual target.
/lili Number of active, revenue-generating partners (direct + distributor-managed).
/lili Number of new partners recruited and onboarded per year.
/lili Annual Business Plans signed and executed (% coverage of strategic partners).
/lili Partner satisfaction score (measured through annual survey).
/lili Partner-pipeline coverage ratio and forecast accuracy.
/li /ul pb What do we offer: /b /pulli Be part of the next step in a growing subsidiary for an already well-established successful Japanese company (JTSE listed).
Work in a dynamic working environment within a growing potential /lili Competitive fixed salary and bonus /lili Meal vouchers /lili Pension scheme /lili CCNL agreement /lili A laptop /a mobile phone for remote working arrangement /lili A company car and a fuel card /li /ul pb Equal Opportunity Employer Disclaimer /b /pp SATO Europe is committed to fostering a diverse, inclusive, and equitable workplace.
We hire and promote individuals based on merit, qualifications, and business needs, without regard to race, color, religion, sex, gender identity or expression, sexual orientation, national origin, disability, age, or any other protected characteristic as defined by applicable laws.
xrdbqlu Our DEI policy ensures that all employees and candidates are treated with fairness, dignity, and respect.
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📌 Channel Account Manager T&L And Manufacturing (Emilia-Romagna)
🏢 SATO Europe
📍 Emilia-Romagna