Channel Account Manager T&L and Manufacturing
Pubblicato il 22-08-2026 - SATO Europe in Emilia-Romagna
SATO 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.
ROLE OVERVIEW
STRATEGIC PURPOSE
Create a structured partner network able to generate sustainable revenue growth, expand market coverage and increase SATO visibility across Italy.
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.
KEY RESPONSIBILITIES
KEY RESPONSIBILITIES
- Define and execute the Italian channel strategy in alignment with the Branch Manager and European guidelines.
- Recruit, onboard, and develop new channel partners (system integrators, specialised resellers, ISVs) targeting sectors such as Healthcare, Transport & Logistics, Retail, Manufacturing, and HoReCa.
- Design and maintain a structured partner programme with clear tiers, criteria, and benefits.
- Segment the partner base and ensure all partners have access to sales tools, product documentation, pricing, and marketing materials.
- Conduct regular business reviews (quarterly at minimum) with each strategic partner to track performance against plan and identify acceleration opportunities.
Distributor-Managed Partners
- Monitor the performance of distribu