Channel Account Manager T&L And Manufacturing
Pubblicato il 04-09-2026 - SATO Europe in Medolago
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
Channel Partner Strategy & Ecosystem
- 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 distributor-managed partners and intervene proactively when growth potential is not being realised.
- Co-develop go-to-market plans with distributors, including joint partner events,
training sessions, and incentive programmes.
Sales Enablement & Marketing
- Equip all partners with effective sales and marketing tools: product training, demo kits, competitive positioning materials, co-branded collateral.
- Plan and execute partner enablement activities: training, certification programmes, product launches, and joint customer visits.
- Collaborate with the Marketing Manager on partner-facing campaigns, co-marketing initiatives, and channel events.
- Ensure partner certification levels are maintained and updated as the product portfolio evolves.
Pipeline & Forecasting
- Ensure partner deals are registered in CRM, tracked, and closed with appropriate SATO support.
- Provide accurate monthly/quarterly forecasts for partners revenue to the Branch Manager.
- Identify pipeline gaps and develop corrective actions in partnership with the Business Development Manager and technical pre-sales.
SKILLS & COMPETENCIES
Commercial & Channel
- Deep understanding of indirect sales models,
- Demonstrated ability to negotiate and close channel agreements (partner contracts, distribution agreements, annual business plans).
- Experience with deal registration, partner incentive programs, and rebate structures.
Interpersonal & Leadership
- Ability to build long-term relationships with partner executives and their sales teams.
- Team player: collaborative across pre-sales, marketing, business development, and operations functions in SATO.
REQUIREMENTS
- Education: Bachelor's degree in in Business, Economics, Engineering, or related field.
- Experience: Minimum 3-5 years in B2B enterprise sales or business development in technology, AIDC, printing systems, supply chain automation, or industrial solutions.
- Track Record:
Demonstrated success in opening new large-account relationships and closing high-value, multi-stakeholder deals.
- Languages: Italian (native or fluent) · English (professional working proficiency — mandatory for HQ reporting and European collaboration).
- Travel: Frequent travel across Italy to visit prospect and customer sites; occasional international travel for European alignment and industry events.
- Possession of a driver's license.
- Tech Literacy: Familiarity with Auto-ID, printing solutions, labelling, barcode/RFID, or supply chain technology is a strong advantage.
- Network: Existing senior network in one or more of SATO's target verticals is a significant advantage.
- Other: Valid driving licence. Strong professional network in the Italian IT/AIDC channel is highly valued.
KPIs & SUCCESS METRICS
- Partners performance vs. annual target.
- Number of active, revenue-generating partners (direct + distributor-managed).
- Number of new partners recruited and onboarded per year.
- Annual Business Plans signed and executed (% coverage of strategic partners).
- Partner satisfaction score (measured through annual survey).
- Partner-pipeline coverage ratio and forecast accuracy.
What do we offer:
- 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
- Competitive fixed salary and premio
- Meal vouchers
- Pension scheme
- CCNL agreement
- A laptop /a mobile phone for remote working arrangement
- A company car and a fuel card
Equal Opportunity Employer Disclaimer
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. Our DEI policy ensures that all employees and candidates are treated with fairness, dignity, and respect.